Allinea i numeri della dashboard tra griglia, funnel e liste di attenzione.

Il funnel mostra stage attuale e cumulato, i KPI escludono Da contattare e le liste usano il totale reale invece del tetto a 20.

Co-authored-by: Cursor <cursoragent@cursor.com>

app/helpers/application_helper.rb

@@ -120,6 +120,12 @@ module ApplicationHelper
     number_to_currency(value.to_f, unit: "€", separator: ",", delimiter: ".", format: "%n %u")
   end
 
+  def format_conversion_rate(value)
+    return "—" if value.nil?
+
+    "#{value}%"
+  end
+
   def format_dt(value)
     return "—" if value.blank?
 

app/services/dashboard/metrics.rb

@@ -1,4 +1,7 @@
 class Dashboard::Metrics
+  FUNNEL_STAGES = (Catalog::OPEN_PIPELINE_STAGES + %w[won]).freeze
+  ATTENTION_PREVIEW = 8
+
   def initialize(scope: Opportunity.all, project: nil)
     @scope = scope
     @project = project
@@ -21,7 +24,7 @@ class Dashboard::Metrics
   end
 
   def conversion_rates
-    stages = Catalog::OPEN_PIPELINE_STAGES + %w[won]
+    stages = FUNNEL_STAGES
     rates = {}
     stages.each_cons(2) do |from, to|
       from_count = cumulative_reached(from)
@@ -32,22 +35,29 @@ class Dashboard::Metrics
   end
 
   def funnel_steps
-    counts = {
-      "contacted" => reached_or_beyond("contacted"),
-      "replied" => reached_or_beyond("replied"),
-      "interested" => reached_or_beyond("interested"),
-      "first_use" => reached_or_beyond("first_use"),
-      "won" => @scope.won.count
-    }
+    previous_reached = nil
+    previous_label = nil
 
-    steps = []
-    previous = nil
-    counts.each do |stage, count|
-      rate = previous ? percentage(count, previous) : nil
-      steps << { stage: stage, label: Catalog.label_for(Catalog::PIPELINE_STAGES, stage), count: count, rate: rate }
-      previous = count
+    FUNNEL_STAGES.map do |stage|
+      current = stage_counts[stage].to_i
+      reached = reached_or_beyond(stage)
+      label = Catalog.label_for(Catalog::PIPELINE_STAGES, stage)
+      step = {
+        stage: stage,
+        label: label,
+        current: current,
+        reached: reached
+      }
+
+      if previous_reached&.positive?
+        step[:rate] = percentage(reached, previous_reached)
+        step[:conversion_label] = "#{reached} su #{previous_reached} hanno superato #{previous_label}"
+      end
+
+      previous_reached = reached
+      previous_label = label
+      step
     end
-    steps
   end
 
   def avg_days_to_won
@@ -83,17 +93,15 @@ class Dashboard::Metrics
   end
 
   def opportunities_without_next_action
-    opportunities_missing_next_action.count
+    in_trattativa_without_next_action.count
   end
 
   def demo_to_won_conversion
-    demo = reached_or_beyond("demo_trial")
-    percentage(@scope.won.count, demo)
+    stage_to_won_conversion("demo_trial")
   end
 
   def first_use_to_won_conversion
-    first_use = reached_or_beyond("first_use")
-    percentage(@scope.won.count, first_use)
+    stage_to_won_conversion("first_use")
   end
 
   def arpa
@@ -104,14 +112,16 @@ class Dashboard::Metrics
   end
 
   def attention_items
+    overdue = tasks_scope.overdue.includes(:organization, :contact, :assigned_user).ordered
+
     {
       to_send_count: @scope.where(send_status: "to_send").count,
-      interested_without_followup: interested_without_followup,
-      stalled_opportunities: stalled_opportunities,
-      overdue_tasks: tasks_scope.overdue.includes(:organization, :contact, :assigned_user).ordered.limit(20),
-      organizations_without_contacts: organizations_scope.left_joins(:contacts).where(contacts: { id: nil }).limit(20),
-      opportunities_without_value: advanced_open_stage.where(estimated_value: [nil, 0]).includes(:organization).limit(20),
-      opportunities_without_next_action: opportunities_missing_next_action.merge(advanced_open_stage).limit(20)
+      interested_without_followup: preview_attention(interested_without_followup_scope.includes(:organization)),
+      stalled_opportunities: preview_attention(stalled_opportunities_scope),
+      overdue_tasks: preview_attention(overdue),
+      organizations_without_contacts: preview_attention(organizations_without_contacts_scope),
+      opportunities_without_value: preview_attention(opportunities_without_value_scope),
+      opportunities_without_next_action: preview_attention(in_trattativa_without_next_action.includes(:organization))
     }
   end
 
@@ -133,7 +143,7 @@ class Dashboard::Metrics
     idx = Catalog::PIPELINE_ORDER.index(stage)
     return 0 unless idx
 
-    stages = Catalog::PIPELINE_ORDER[idx..] - ["lost"]
+    stages = Catalog::PIPELINE_ORDER[idx..].without("lost")
     @scope.where(pipeline_stage: stages).count
   end
 
@@ -143,25 +153,49 @@ class Dashboard::Metrics
     ((part.to_f / whole) * 100).round
   end
 
-  def interested_without_followup
-    base = @scope.where(pipeline_stage: "interested")
-    with_pending = Task.pending.where.not(opportunity_id: nil).select(:opportunity_id)
-    base.where.not(id: with_pending).includes(:organization).limit(20)
+  def stage_to_won_conversion(stage)
+    return nil if stage_counts[stage].to_i.zero? && @scope.won.count.zero?
+
+    reached = reached_or_beyond(stage)
+    return nil if reached.zero?
+
+    percentage(@scope.won.count, reached)
   end
 
-  def stalled_opportunities
+  def interested_without_followup_scope
+    @scope.where(pipeline_stage: "interested").where.not(id: pending_opportunity_ids)
+  end
+
+  def stalled_opportunities_scope
     @scope.open_stage
           .where("stage_changed_at < ? OR (stage_changed_at IS NULL AND opportunities.created_at < ?)", 7.days.ago, 7.days.ago)
           .includes(:organization, :assigned_user)
-          .limit(20)
   end
 
-  def opportunities_missing_next_action
-    with_pending = Task.pending.where.not(opportunity_id: nil).select(:opportunity_id)
-    @scope.open_stage.where.not(id: with_pending).includes(:organization)
+  def organizations_without_contacts_scope
+    organizations_scope.left_joins(:contacts).where(contacts: { id: nil })
+  end
+
+  def opportunities_without_value_scope
+    advanced_open_stage.where("estimated_value IS NULL OR estimated_value = 0").includes(:organization)
+  end
+
+  def in_trattativa_without_next_action
+    advanced_open_stage.where.not(id: pending_opportunity_ids)
+  end
+
+  def pending_opportunity_ids
+    Task.pending.where.not(opportunity_id: nil).select(:opportunity_id)
   end
 
   def advanced_open_stage
     @scope.open_stage.where.not(pipeline_stage: "to_contact")
   end
+
+  def preview_attention(relation)
+    total = relation.unscope(:includes, :preload, :eager_load, :order, :limit).count
+    total = total.size if total.is_a?(Hash)
+
+    { items: relation.limit(ATTENTION_PREVIEW).to_a, total: total }
+  end
 end

app/views/dashboard/_attention_list.html.erb

@@ -1,10 +1,11 @@
 <% items = items.to_a %>
+<% total = local_assigns.fetch(:total) { items.size } %>
 <% empty_class = "mt-2 text-sm text-amber-900/75 dark:text-amber-100/75" %>
-<% if items.blank? %>
+<% if total.to_i.zero? %>
   <p class="<%= empty_class %>"><%= empty %></p>
 <% else %>
   <ul class="mt-2 space-y-1 text-sm">
-    <% items.first(8).each do |item| %>
+    <% items.each do |item| %>
       <li>
         <% if block_given? %>
           <%= yield item %>
@@ -13,8 +14,8 @@
         <% end %>
       </li>
     <% end %>
-    <% if items.size > 8 %>
-      <li class="text-xs text-amber-900/70 dark:text-amber-100/70">+ altre <%= items.size - 8 %></li>
+    <% if total > items.size %>
+      <li class="text-xs text-amber-900/70 dark:text-amber-100/70">+ altre <%= total - items.size %></li>
     <% end %>
   </ul>
 <% end %>

app/views/dashboard/show.html.erb

@@ -36,39 +36,47 @@
     </div>
   </section>
 
-  <section class="grid grid-cols-2 gap-3 md:grid-cols-3 xl:grid-cols-4">
-    <% [
-      ["Prospect totali", @metrics.prospect_count],
-      ["Contattati", @stage_counts["contacted"]],
-      ["Risposte", @stage_counts["replied"]],
-      ["Interessati", @stage_counts["interested"]],
-      ["Demo/Trial", @stage_counts["demo_trial"]],
-      ["Primo utilizzo", @stage_counts["first_use"]],
-      ["Proposte", @stage_counts["proposal"]],
-      ["Clienti acquisiti", @stage_counts["won"]],
-      ["Persi", @stage_counts["lost"]],
-      ["Valore WON", format_money(@metrics.won_value)],
-      ["Pipeline aperta", format_money(@metrics.open_pipeline_value)],
-      ["Task scaduti", @metrics.overdue_tasks_count]
-    ].each do |label, value| %>
-      <div class="rounded-xl border border-zinc-200 bg-white text-zinc-900 dark:border-zinc-800 dark:bg-zinc-900 dark:text-zinc-100 p-4">
-        <div class="text-xs font-medium uppercase tracking-wide text-slate-500"><%= label %></div>
-        <div class="mt-1 text-2xl font-semibold tabular-nums"><%= value %></div>
-      </div>
-    <% end %>
+  <section>
+    <p class="mb-3 text-sm text-slate-500">Conteggio per stage attuale: quante opportunità sono in quello stato ora.</p>
+    <div class="grid grid-cols-2 gap-3 md:grid-cols-3 xl:grid-cols-4">
+      <% [
+        ["Prospect totali", @metrics.prospect_count],
+        ["Da contattare", @stage_counts["to_contact"]],
+        ["Contattati", @stage_counts["contacted"]],
+        ["Risposte", @stage_counts["replied"]],
+        ["Interessati", @stage_counts["interested"]],
+        ["Demo/Trial", @stage_counts["demo_trial"]],
+        ["Primo utilizzo", @stage_counts["first_use"]],
+        ["Proposte", @stage_counts["proposal"]],
+        ["Clienti acquisiti", @stage_counts["won"]],
+        ["Persi", @stage_counts["lost"]],
+        ["Valore WON", format_money(@metrics.won_value)],
+        ["Pipeline aperta", format_money(@metrics.open_pipeline_value)],
+        ["Task scaduti", @metrics.overdue_tasks_count]
+      ].each do |label, value| %>
+        <div class="rounded-xl border border-zinc-200 bg-white text-zinc-900 dark:border-zinc-800 dark:bg-zinc-900 dark:text-zinc-100 p-4">
+          <div class="text-xs font-medium uppercase tracking-wide text-slate-500"><%= label %></div>
+          <div class="mt-1 text-2xl font-semibold tabular-nums"><%= value %></div>
+        </div>
+      <% end %>
+    </div>
   </section>
 
   <section class="grid gap-4 lg:grid-cols-2">
     <div class="rounded-xl border border-zinc-200 bg-white text-zinc-900 dark:border-zinc-800 dark:bg-zinc-900 dark:text-zinc-100 p-5">
       <h2 class="text-lg font-semibold">Funnel commerciale</h2>
+      <p class="mt-1 text-sm text-slate-500">Numero grande: in questo stage ora. In piccolo: arrivati almeno a questo punto (stage attuale + successivi, esclusi i persi).</p>
       <div class="mt-4 space-y-2">
-        <% @funnel.each_with_index do |step, idx| %>
-          <% if step[:rate] %>
-            <div class="text-center text-xs font-medium text-slate-500">↓ <%= step[:rate] %>%</div>
+        <% @funnel.each do |step| %>
+          <% if step[:conversion_label] %>
+            <div class="text-center text-xs font-medium text-slate-500"><%= step[:conversion_label] %> (<%= step[:rate] %>%)</div>
           <% end %>
           <div class="flex items-center justify-between rounded-lg bg-zinc-50 px-4 py-3 dark:bg-zinc-800">
             <span class="font-medium text-zinc-800 dark:text-zinc-100"><%= step[:label].upcase %></span>
-            <span class="text-xl font-semibold tabular-nums"><%= step[:count] %></span>
+            <span class="text-right">
+              <span class="text-xl font-semibold tabular-nums"><%= step[:current] %></span>
+              <span class="ml-2 text-xs font-medium text-slate-500"><%= step[:reached] %> da qui in poi</span>
+            </span>
           </div>
         <% end %>
       </div>
@@ -79,10 +87,10 @@
       <dl class="mt-4 space-y-3 text-sm break-anywhere">
         <div class="flex justify-between"><dt class="text-slate-500">Giorni medi contatto → WON</dt><dd class="font-semibold"><%= @metrics.avg_days_to_won || "—" %></dd></div>
         <div class="flex justify-between"><dt class="text-slate-500">Giorni medi dall'ultima attività</dt><dd class="font-semibold"><%= @metrics.avg_days_since_last_activity || "—" %></dd></div>
-        <div class="flex justify-between"><dt class="text-slate-500">Prospect senza attività > 7gg</dt><dd class="font-semibold"><%= @metrics.prospects_without_activity_over_7_days %></dd></div>
-        <div class="flex justify-between"><dt class="text-slate-500">Opp. senza next action</dt><dd class="font-semibold"><%= @metrics.opportunities_without_next_action %></dd></div>
-        <div class="flex justify-between"><dt class="text-slate-500">Demo/Trial → WON</dt><dd class="font-semibold"><%= @metrics.demo_to_won_conversion %>%</dd></div>
-        <div class="flex justify-between"><dt class="text-slate-500">First Use → WON</dt><dd class="font-semibold"><%= @metrics.first_use_to_won_conversion %>%</dd></div>
+        <div class="flex justify-between"><dt class="text-slate-500">Senza attività in timeline da &gt; 7 giorni</dt><dd class="font-semibold"><%= @metrics.prospects_without_activity_over_7_days %></dd></div>
+        <div class="flex justify-between"><dt class="text-slate-500">In trattativa senza next action</dt><dd class="font-semibold"><%= @metrics.opportunities_without_next_action %></dd></div>
+        <div class="flex justify-between"><dt class="text-slate-500">Demo/Trial → WON</dt><dd class="font-semibold"><%= format_conversion_rate(@metrics.demo_to_won_conversion) %></dd></div>
+        <div class="flex justify-between"><dt class="text-slate-500">First Use → WON</dt><dd class="font-semibold"><%= format_conversion_rate(@metrics.first_use_to_won_conversion) %></dd></div>
         <div class="flex justify-between"><dt class="text-slate-500">ARPA (WON)</dt><dd class="font-semibold"><%= format_money(@metrics.arpa) %></dd></div>
         <div class="flex justify-between"><dt class="text-slate-500">Pipeline value</dt><dd class="font-semibold"><%= format_money(@metrics.open_pipeline_value) %></dd></div>
       </dl>
@@ -111,40 +119,40 @@
 
     <div class="mt-4 grid gap-4 md:grid-cols-2 xl:grid-cols-3">
       <div>
-        <h3 class="text-sm font-semibold text-amber-800 dark:text-amber-200">Interessati senza follow-up</h3>
+        <h3 class="text-sm font-semibold text-amber-800 dark:text-amber-200">Interessati senza follow-up (<%= @attention[:interested_without_followup][:total] %>)</h3>
         <p class="mt-0.5 text-xs text-amber-900/70 dark:text-amber-100/70">Hanno detto sì in linea: manca la prossima chiamata/email in agenda.</p>
-        <%= render "dashboard/attention_list", items: @attention[:interested_without_followup], empty: "Nessuno: nessun interessato scoperto." %>
+        <%= render "dashboard/attention_list", items: @attention[:interested_without_followup][:items], total: @attention[:interested_without_followup][:total], empty: "Nessuno: nessun interessato scoperto." %>
       </div>
       <div>
-        <h3 class="text-sm font-semibold text-amber-800 dark:text-amber-200">Opportunità ferme da oltre 7 giorni</h3>
+        <h3 class="text-sm font-semibold text-amber-800 dark:text-amber-200">Opportunità ferme da oltre 7 giorni (<%= @attention[:stalled_opportunities][:total] %>)</h3>
         <p class="mt-0.5 text-xs text-amber-900/70 dark:text-amber-100/70">Lo stage non si è mosso: va rilanciato o chiuso come perso.</p>
-        <%= render "dashboard/attention_list", items: @attention[:stalled_opportunities], empty: "Nessuna: nessuna trattativa ferma." do |opp| %>
+        <%= render "dashboard/attention_list", items: @attention[:stalled_opportunities][:items], total: @attention[:stalled_opportunities][:total], empty: "Nessuna: nessuna trattativa ferma." do |opp| %>
           <%= link_to "#{opp.organization.name} (#{opp.days_in_current_stage}gg)", opp.organization, class: "hover:underline" %>
         <% end %>
       </div>
       <div>
-        <h3 class="text-sm font-semibold text-amber-800 dark:text-amber-200">Task scaduti</h3>
+        <h3 class="text-sm font-semibold text-amber-800 dark:text-amber-200">Task scaduti (<%= @attention[:overdue_tasks][:total] %>)</h3>
         <p class="mt-0.5 text-xs text-amber-900/70 dark:text-amber-100/70">Promemoria già passati: completarli o ripianificarli.</p>
-        <%= render "dashboard/attention_list", items: @attention[:overdue_tasks], empty: "Nessuno: nessun task in ritardo." do |task| %>
+        <%= render "dashboard/attention_list", items: @attention[:overdue_tasks][:items], total: @attention[:overdue_tasks][:total], empty: "Nessuno: nessun task in ritardo." do |task| %>
           <%= link_to "#{task.organization.name}: #{task.title}", task.organization, class: "hover:underline" %>
         <% end %>
       </div>
       <div>
-        <h3 class="text-sm font-semibold text-amber-800 dark:text-amber-200">Senza contatto</h3>
+        <h3 class="text-sm font-semibold text-amber-800 dark:text-amber-200">Senza contatto (<%= @attention[:organizations_without_contacts][:total] %>)</h3>
         <p class="mt-0.5 text-xs text-amber-900/70 dark:text-amber-100/70">Manca una persona a cui scrivere o telefonare.</p>
-        <%= render "dashboard/attention_list", items: @attention[:organizations_without_contacts], empty: "Nessuna: tutte hanno un contatto." do |org| %>
+        <%= render "dashboard/attention_list", items: @attention[:organizations_without_contacts][:items], total: @attention[:organizations_without_contacts][:total], empty: "Nessuna: tutte hanno un contatto." do |org| %>
           <%= link_to org.name, org, class: "hover:underline" %>
         <% end %>
       </div>
       <div>
-        <h3 class="text-sm font-semibold text-amber-800 dark:text-amber-200">Senza valore (già in trattativa)</h3>
+        <h3 class="text-sm font-semibold text-amber-800 dark:text-amber-200">Senza valore (già in trattativa) (<%= @attention[:opportunities_without_value][:total] %>)</h3>
         <p class="mt-0.5 text-xs text-amber-900/70 dark:text-amber-100/70">Dopo il primo contatto serve un importo stimato (Light/Full…) per la pipeline.</p>
-        <%= render "dashboard/attention_list", items: @attention[:opportunities_without_value], empty: "Nessuna in trattativa senza valore." %>
+        <%= render "dashboard/attention_list", items: @attention[:opportunities_without_value][:items], total: @attention[:opportunities_without_value][:total], empty: "Nessuna in trattativa senza valore." %>
       </div>
       <div>
-        <h3 class="text-sm font-semibold text-amber-800 dark:text-amber-200">Senza prossima azione (già in trattativa)</h3>
+        <h3 class="text-sm font-semibold text-amber-800 dark:text-amber-200">Senza prossima azione (già in trattativa) (<%= @attention[:opportunities_without_next_action][:total] %>)</h3>
         <p class="mt-0.5 text-xs text-amber-900/70 dark:text-amber-100/70">Dopo l’invio o la risposta manca un task in agenda: la trattativa si ferma.</p>
-        <%= render "dashboard/attention_list", items: @attention[:opportunities_without_next_action], empty: "Nessuna in trattativa senza next action." %>
+        <%= render "dashboard/attention_list", items: @attention[:opportunities_without_next_action][:items], total: @attention[:opportunities_without_next_action][:total], empty: "Nessuna in trattativa senza next action." %>
       </div>
     </div>
   </section>

app/views/reports/index.html.erb

@@ -8,22 +8,35 @@
         <thead>
           <tr class="text-left text-xs uppercase tracking-wide text-zinc-500">
             <th class="py-2">Stage</th>
-            <th>Count</th>
+            <th>In questo stage</th>
+            <th>Da qui in poi</th>
           </tr>
         </thead>
         <tbody class="divide-y divide-zinc-100 dark:divide-zinc-800">
-          <% @funnel[:stages].each do |s| %>
+          <% @funnel[:funnel].each do |step| %>
             <tr>
-              <td class="py-2"><%= s[:label] %></td>
-              <td class="font-semibold"><%= s[:count] %></td>
+              <td class="py-2"><%= step[:label] %></td>
+              <td class="font-semibold"><%= step[:current] %></td>
+              <td><%= step[:reached] %></td>
+            </tr>
+          <% end %>
+          <% lost = @funnel[:stages].find { |s| s[:stage] == "lost" } %>
+          <% if lost %>
+            <tr>
+              <td class="py-2"><%= lost[:label] %></td>
+              <td class="font-semibold"><%= lost[:count] %></td>
+              <td>—</td>
             </tr>
           <% end %>
         </tbody>
       </table>
     </div>
+    <p class="mt-3 text-xs text-zinc-500">In questo stage = foto attuale. Da qui in poi = stage attuale + successivi, esclusi i persi.</p>
     <div class="mt-4 space-y-1 text-sm text-zinc-600 dark:text-zinc-300">
       <% @funnel[:funnel].each do |step| %>
-        <div><%= step[:label] %>: <strong class="text-zinc-900 dark:text-zinc-50"><%= step[:count] %></strong><% if step[:rate] %> (<%= step[:rate] %>% dal passo precedente)<% end %></div>
+        <% if step[:conversion_label] %>
+          <div><%= step[:conversion_label] %> <strong class="text-zinc-900 dark:text-zinc-50">(<%= step[:rate] %>%)</strong></div>
+        <% end %>
       <% end %>
     </div>
   </section>