Where to find it | Sidebar → Finance → Revenue Overlap |
Who can see it | Team Leads and above |
Can you change data here? | No — read-only analysis |
How fresh is it? | Reflects Manage Leads changes on the next load; underlying data caches a few hours |
What it's for
Our client book runs through seven divisions. Ideally a Fashion client is staffed by Fashion people. In practice teams get borrowed across division lines — a B2B strategist covering a Healthcare account, a Core account director carrying a Lifestyle client.
Every crossing muddies divisional P&L attribution, hides true capacity, and creates accountability gaps. This page makes that invisible borrowing visible: how big is it, is it growing, which divisions lend versus borrow, and exactly which person-on-account pairings cause it.
The decision it supports: restaff the account back into its home division, formally credit the lending division, or accept the overlap as deliberate — sometimes a specialist skill genuinely lives in only one division.
What you'll see
Headline cards:
Card | What it means |
Cross-Division Revenue | Allocated revenue where the person's division differs from the account's |
Accounts Affected | Accounts with at least one cross-division person |
Employees Crossing | People working at least one account outside their division |
In focus mode — when you pick one division:
Card | What it means |
Outbound | Your people on other divisions' accounts — "we lend" |
Inbound | Other divisions' people on your accounts — "we borrow" |
Net | Outbound minus inbound. Positive means you lend more than you borrow. |
Three trend charts — within-division versus cross-division revenue over time, the overlap rate as a percentage, and cross-division revenue broken down by the lending division. Plus a radar chart in focus mode showing which divisions you trade with.
A 7×7 staffing matrix — rows are the person's division, columns the account's. Off-diagonal cells shade orange by size. Diagonal cells are shown but excluded from all totals, since same-division work isn't overlap.
A detail table — one row per crossing: the account, its division, the person, their department and division, and the allocated revenue, largest first.
How to use it
Monthly org health check. No filters. Read the three cards, then the overlap-rate trend. Is cross-division staffing acceptable and trending down, or does it warrant a review this cycle?
Division lend/borrow review. Focus on your division and read Outbound against Inbound. A heavy net lender has a case for headcount credit, or for pulling people back. A heavy net borrower has a hiring-gap signal. The radar shows exactly which divisions to have that conversation with.
Restaff a misaligned account. Find the hottest off-diagonal cell in the matrix, then scan the detail table for the biggest rows in that pairing. Act on it in Manage Leads — not here.
Check one job function. Filter by department to see whether crossing is concentrated in one job family. It often is — usually account directors carrying legacy clients.
Measure a reorg. After clients or people are re-divisioned, watch the overlap-rate trend over the following months to confirm it actually drops. It's a clean before-and-after measure.
Read this before quoting a dollar figure
These dollars are directional weightings, not exact revenue credit.
Revenue is split across an account's team using a fixed formula based on team size — one person 100%, two 60/40, three 50/30/20, four or more 30/30/20/20. And on this page specifically:
The split is role-blind — everyone on the team is treated the same. The role-aware splits used elsewhere in Signal don't apply here.
Per-client percentage overrides are ignored, even though other pages honour them.
Those default percentages are current working values, not ratified policy.
So use this page to compare divisions against each other, and don't quote its per-person dollars as someone's revenue credit. Other pages will legitimately disagree.
Good to know
"Employees Crossing" includes support seats, not just formal leads. Anyone with any seat on an out-of-division account counts. That's deliberate — support time is still borrowed capacity.
Account Director assignments made with the header chips on Manage Leads are not counted. Only seat-level team membership feeds these numbers. So an AD set by chip won't appear as a crossing.
Numbers scale with your month selection. Pick three months and the dollars are roughly three times a single month. The trend charts, by contrast, always show full history regardless.
A division transfer retroactively recolours history. Each person's division is read as of now and applied to all past months, so someone who moved divisions changes the colour of their own past in the trend charts.
The seven divisions are fixed in the app. G&A and Shared Services are excluded by design, and anyone whose home division isn't one of the seven is excluded from the matrix entirely.
Trend charts load a moment late. They wait for a background history fetch, and they're hidden entirely when there's less than two months of data. The cards, matrix and table appear immediately.
There's no target. The overlap percentage has no encoded healthy level or alert. This page reports; it doesn't judge.
Group and Managing Directors are stripped from Consulting teams unless deliberately assigned, so oversight-only seats don't inflate the numbers.
Filters don't survive a copied link. URL parameters pre-set the filters once on arrival and are then cleared, so tell the recipient which division and department to select.
Common questions
Why doesn't the revenue match Summary or finance? Three reasons: these are allocated shares of account revenue, not account totals; they're summed across your selected months; and the page excludes VABO, inactive accounts, zero-revenue accounts and anything outside the seven divisions.
What does "Cross-Division Revenue" mean exactly? The sum of each person's allocated share where their division differs from the account's, over the selected months. Same-division work is excluded.
Why is someone counted as crossing when they're only support? By design — every seat counts.
We reassigned a team in Manage Leads. When will this update? On the next page load. Saved teams always override the auto-detected team. If it still looks stale, allow for a few hours of caching underneath.
Why doesn't the AD I set with the chip appear? Chip-level Account Director assignments aren't part of the seat-level data this page reads. Current behaviour, not an error.
Are the split percentages official? No. See the warning above.
What's a healthy overlap percentage? No target is encoded in Signal. Whether leadership has an agreed level is a business question.
Why are the trend charts missing when I open the page? They wait for a background history load, and stay hidden with less than two months of data.
Someone moved divisions and their history changed colour. Expected — division is read as of now and applied backwards.
Related
Manage Leads — where you actually fix a crossing
Divisional P&Ls — the P&L this overlap distorts
Role Capacity and Company Capacity — whether the borrowing division should just hire
Employees — per-person revenue using the role-aware splits
Glossary — division, allocation percentage