P21 grades customers based on how their buying in the last 365 days compares to the previous 365 days. Customers with a significant increase are leaders; those with a significant drop are bleeders.

Customers that fall between C and D have no statistically significant change and receive no grade. You can adjust the grade thresholds directly in the Sales Master Inquiry criteria screen in P21.

A customer who bought this year but had no sales in the previous 365 days grades as A — business where there was none before counts as maximal growth, which is how Sales Master Inquiry itself grades them. Their YOY % stays blank, since percentage change from zero is undefined.

Customers with no sales in either window are ungraded. They appear here on open-order pipeline alone, so there is no buying trend to grade.

The Last 365 Days and Previous Year columns use rolling 365-day windows — not fiscal or calendar years. This means the comparison is always current vs. the same period one year prior, regardless of where you are in the fiscal year.

The YOY % is calculated as (Last 365 − Prev 365) ÷ Prev 365. A rising trend here is the earliest signal of customer health — before aging buckets worsen or credit status flags trigger.

Days Since Last Order combined with a customer's average order frequency tells you who is overdue for their next purchase. P21 calls this the Days Overdue for Sale.

Open Quotes shows the total dollar value of quotes that have not yet converted to orders. A high open quote value is a positive signal — it means active interest — but only if those quotes are converting.

Quote Conversion % is the percent of quotes (by dollar amount) that turned into actual sales orders year-to-date. A low conversion rate can mean pricing is uncompetitive, follow-up is lacking, or a customer is shopping around without serious intent.

Navigate to: CRM › Sales Force Automation › Inquiry › Sales Master Inquiry

You can run the inquiry with no criteria to pull all customers, or filter by sales rep, customer class, or region. Saved criteria sets let you recall the same filters without re-entering them each time.

This page computes the same figures directly from invoice and order history, exactly as the inquiry does when run wide open with no criteria. It always shows every active customer and is current as of page load — there is no need to re-run anything in P21 first.

P21 stores each on-screen inquiry run in the crm_run table, but that only ever holds the customers matching whoever ran it last, so it is not used here.