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.

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.

The data on this page is pulled from the crm_run table, which stores the most recent Sales Master Inquiry run. To refresh it, re-run the inquiry in P21. Enable CRM Sales Rep Security so reps only see their own customers.