The Memo Conversion Rate report measures how effectively memo activity turns into sales. It groups by salesperson or customer in Summary, with Detail showing one row per memo.
The two key metrics
For every group (or per memo in Detail), the report shows two related percentages:
Conversion % = Invoiced ÷ Total Value
- Of the total memo value, how much actually became a sale?
- Pending memo value is in the denominator — a memo that’s still sitting at the customer drags Conversion down.
Resolved % = Invoiced ÷ (Invoiced + Returned)
- Of the memo value the customer has decided on (either kept as a sale or returned), what fraction was sold?
- Pending memo is excluded from the denominator.
Both are higher = better. 100% Conversion = every dollar of memo became a sale; 100% Resolved = nothing came back.
Why two metrics
Conversion alone conflates two very different problems. Resolved separates them:
- Low Conversion + high Resolved — the salesperson’s picks are good (when the customer chooses, they buy), but follow-up is poor. Memos sit too long.
- High Conversion + high Resolved — best case. Picks well, closes memos quickly.
- Low Conversion + low Resolved — bad picks. Customer is deciding — and choosing to return.
- High Conversion + low Resolved — uncommon, usually a small-sample artifact.
So Conversion answers “throughput” and Resolved answers “quality of picks.” Read together they tell you whether to coach on follow-up or on item selection.
The supporting columns
- Memos — count of memos in the group
- Total Value —
Σ (Quantity × UnitPrice)across all memo lines, the original total memo value - Invoiced — value of memo lines that have been invoiced (kept by the customer)
- Returned — value of memo lines that have been returned
- Pending — value still out (
QtyRemaining × UnitPrice)
Total = Invoiced + Returned + Pending exactly, so the three columns always reconcile against the Total.
Summary vs Detail
- Summary — one row per salesperson or customer, sorted by Total Value DESC. Conversion and Resolved are the two right-most columns and where you’ll spend most of your reading attention.
- Detail — one row per memo with all the same value columns plus a Status pill: Closed (nothing pending), Pending (nothing yet resolved), or Mixed (partial). Sorted by Pending $ DESC so memos with the most outstanding value rise to the top — those are the ones where closing or returning would move the conversion needle most.
Click any salesperson or customer in Summary to drill into their memos. Removable filter pill in Detail; click × to widen.
Color coding
Both Conversion % and Resolved % use the same scale:
- ≥50% green
- ≥25% amber
- under 25% red
Tips
- Group by Salesperson, Summary for performance reviews. Compare Conversion vs Resolved to diagnose — if both are weak, the salesperson is picking the wrong items; if Resolved is strong but Conversion is weak, they need to be more aggressive about closing memos.
- Group by Customer, Summary to identify “memo tire-kickers” — customers who request lots of memo but rarely buy. Their Resolved % is the tell.
- Pair with Memo Aging — Aging shows you which memos to follow up on; Conversion shows you who’s consistently leaving memos open.
- A salesperson showing 0% Resolved usually means everything they’ve memo’d is still pending — not necessarily bad, just early.