Lead, sales and estimate: FieldRoutes: Research Workbench v8

From a read-only look at the FieldRoutes account on 2026-11-02 and its official manuals. Each line ends with its evidence: Observed in the account, Documented in a manual, or not tested. Capture numbers link to the screen below. All of FieldRoutes across the 20 blocks

In FieldRoutes this block is spread over several places. The Sales menu manages sales reps: leaderboards, competitions, a sold-versus-serviced report, door-to-door territory maps, knocking reports and a Top 10 ranking. The Customers menu has a Sales Report of sold subscriptions and an Audit Sales check. Admin holds the settings: lead switches, competitors, objections, sales collateral, online sign-up (E-Commerce, Deals), customer sources, sales teams, ZIP claims, estimation units and the commission rules that pay sales reps. Mobile sales runs through the separate SalesRoutes app, which is Frozen in this account. The research covers 70 screenshots for this block: 35 placed here and 35 from other blocks. All six Sales destinations were opened. But no lead record, lead pipeline screen, quote or estimate editor was ever seen, and the office's "Leads" option is Disabled. So the lead-to-customer path is the weakest part of the evidence.

In short

A FieldRoutes sale is recorded on the subscription. The subscription carries the sales rep, source, sold date, contract length and contract value, and every sales report counts sold subscriptions. Observed, 437-existing-subscription-detail, 457-customer-sales-report.
Leads exist as an office option ("Leads", Disabled here), four lead permissions, a "Lead Created" subscription status in trigger rules, and lead columns in Customer Search (Lead Stage, Lead Status, Lead Value, Lost Reason...). The research never saw a lead screen or a lead turning into a customer. Observed, 221-office-other-options-editor, 243-trigger-subscription-status.
Quotes and estimates are thin. There are default initial and recurring quote fields on service types and bundles, office contract defaults, Property Estimation Units (Square Feet, Linear Feet, Count), and a "Capacity and Estimate" switch (Disabled, scope unknown). No estimate document or workflow was seen. Observed, 340-property-estimation-units, 218-office-contract-defaults-editor.
Sales management is built for door-to-door teams. It has territory maps with door pins, door statuses (Not Home, Call Back, Gave Pitch, Made Sale, Not Interested, Never Knock), leaderboards with 16 measures, office/team/player competitions, and a Top 10 that needs at least 10 sales. All views were empty. Observed, 050-sales, 055-sales-knocking-reports.
Online self-sign-up (E-Commerce widget, Deals) and mobile sales (SalesRoutes) exist but are not active here: the first two are gated off, and SalesRoutes is Frozen with changes through support. Observed, 262-ecommerce-widget-settings, 263-deals, 361-admin-salesroutes.
Sales commission is deep and keeps two things apart. Calculation profiles (Subscription, Charge Back, Invoice) hold the rules. Rate profiles hold who gets what rate, with dates and tiers. No payout was calculated. Observed, 209-commission-profile-editor, 214-commission-rate-editor.
Measures depend on the date basis and filters (sold vs scheduled, customer vs salesperson AutoPay flag). Reports do not give formulas, so numbers must be reconciled before they are used for pay. Source: sales findings.

Each capture is a saved screen state from the FieldRoutes account on 2026-11-02. A screen shows what controls exist; it does not prove what happens when they are used.

How FieldRoutes does it

Leads (settings observed, workflow not seen). The office turns lead functionality on with "Leads" in Other Options (Disabled here). The same editor holds an Abandoned Lead Notification Email address (blank) and "Default New Subscription" (General Service here) (221-office-other-options-editor). Access profiles have View Own Leads, Edit Own Leads, View Other Leads and Edit Other Leads (203-access-control-profile-editor). Customer Search can output Lead Assigned To, Lead Value, Lead Stage, Lead Status, Lost Reason, Abandoned Lead Flags, Lead Source and Lead Sub-Source (429-customer-column-and-grouping-controls). Trigger rules can react when a subscription's status changes to Lead Created (243-trigger-subscription-status). The research never saw a lead record, a stage list, a lead converting to a customer, or an abandoned-lead notice. The assessment says no lead-to-quote-to-agreement-to-customer handoff was shown (assessment).

Quotes, estimates and contract defaults (settings observed, no estimate seen).

Office Contract Defaults set the default Initial Price, Initial Discount, Tax Rate and Agreement Length for new work, plus whether a copy of the contract goes to the sales rep (218-office-contract-defaults-editor).
Each Service Type has initial and recurring invoice templates with quote, discount, tax and commission-recipient fields. It also has minimum initial charge, minimum recurring charge and minimum contract value, "Visible to sales reps" and "Include in sales leaderboards" (admin controls). A Service Type warning says default Add-ons in the template are not supported for Mobile Sales users and will cause issues with minimum-charge settings (135-settings-service-type-form).
Each Bundle has "Visible to sales reps" (its tooltip: lets reps create the bundle from the mobile app), "Visible on Sales Leaderboard", and component services with Initial Quote, Initial Discount and Recurring Quote (141-settings-bundle-form).
Property Estimation Units define how a property is measured: system Square Feet, Linear Feet and Count, plus custom units with a description and an abbreviation of at most three characters. No conversion, quantity takeoff or automatic pricing was shown (340-property-estimation-units, 341-property-estimation-unit-editor).
"Capacity and Estimate" is a Disabled office switch; what it turns on is unknown (221-office-other-options-editor).
Contract Templates hold the agreement documents customers sign: default templates for Service Type, Service Plan and Service Bundle plus per-service-type templates, with a Placeholder Key for pricing, tax, bill-to and term variables (274-contract-templates).

Recording a sale (observed on a real subscription). A subscription's sales information has an Active toggle, Sales Rep, Source and Sub-Source, Sold Date and Time, Contract Length (No Contract, 12 months, 18 to 132 months in six-month steps, or Custom Length), Expiration Date, PO number and expiry, Subscription Flags and notes. Contract Value is labelled "Including Initial Service" (437-existing-subscription-detail). The customer itself also has a Source and Sub-Source and a "Sales Rep APay" checkbox, whose meaning the evidence does not explain (004-customer-info).

Source attribution (observed). Customer Sources is an office dictionary of where customers come from. A source has a name, scope, Hidden/Visible and an optional "Sub-Source Required" checkbox. "+ Sub-Source" adds child sources, which inherit the parent's scope. Enforcement of "required" was not tested (317-customer-source-editor, 318-customer-subsource-editor). Mobile sales has its own Default Customer Source (182-mobile-sales-default-editor). The dashboard's Subscription Sources card shows the share of new subscriptions by source. It counts only subscriptions still active that had a first service or recurring billing (401-dashboard-metric-help-13). Customer, subscription and lead source are separate fields, and no automatic sync between them was shown.

Ranking reps: Sales Leaderboard (observed, empty). Pick a Primary Stat, a date basis (Sold Between or Scheduled Between) and group by Office or Team. Advanced filters decide which sales count: subscription state, account state, employee status, type and experience, which AutoPay flag to use, and include/exclude service plans, service types, sources and categories. Leaderboards can be saved with a name, User or Office scope (Global is disabled) and a Default choice. Show Table switches from cards to a table with Export, Search and a sortable Sales Rep column. The table explicitly shows zero entries (050-sales, 051-sales-leaderboard-advanced, 533-sales-leaderboard-table). No leaderboard was saved. Composite Stat should add weighted combined measures to the Primary Stat list. But Add Metric showed no metric row, even after a draft name was typed, so targets, weights and the formula are unknown (257-composite-stat, 258-composite-stat-editor, 259-composite-stat-metric).

Competitions (observed, none exist). Office, Team and Player competitions each have a list with Date Range, Status (Ongoing, Completed, Canceled, All), Refresh, Search and + Competition. Competition Templates is a separate list (Template Name, Competition Type, Metric Target, Active) (052-sales-competitions, 058-team-competitions, 059-player-competitions, 060-competition-templates). The Create Office Competition form takes a template, a name, a saved leaderboard filter as the scoring metric, an optional metric target, and start and end times. The help says times follow the office's timezone (MST in this capture). It also takes 1st/2nd/3rd place reward text, participating offices and a "save as template" checkbox (057-sales-new-competition). Nothing was saved. Team, Player and Template editors were not opened.

Did the sale get serviced and paid? Sales Service Report (observed, zero). Filter by dates, employee type (Only Sales Reps, Only Office Staff, Any Type), scope (Only Initial Services, All Service Types, All Service Plans, All Subscriptions) and stand-alone services. Summaries are Total Scheduled, Total ACH/CC on file, Total Serviced, Total Not Serviced and Canceled Prior, plus Welcomes, Production and ACH/CC ratio. An asterisk before a name means AutoPay; a caret after it means a completed welcome checklist. All totals were zero for the day, and Print was not opened (053-sales-service-reports).

Territories and door knocking (observed, nothing shown). Area Management shows a map with filters for offices, region flags and a "display regions as of" date. Checkboxes show assigned sales reps, all regions, door pins, active customers and inactive customers. The base map loads, but no territory, assignment or door was shown or edited (054-sales-area-management). Permissions split who can see and edit assignment regions, reporting regions, the door-knock layer and the customer layer (203-access-control-profile-editor). The Knocking Report filters by date, employees, sale teams, offices and door status, with saved reports, Export to CSV and Toggle Map View. The body was empty, and the map toggle loaded no map (055-sales-knocking-reports, 536-knocking-report-map). Location Reports can show the last known location of all sales reps; no markers were visible (115-locations-sales-reps).

Top 10 (observed, no rows). Ranks reps by Serviced, Auto Pay %, Initial Price or Contract Value, weekly, monthly or yearly, in Experienced, Rookies and Office sections. The page says only reps with at least 10 sales in a period are considered, so reps with one or two sales do not take over the AutoPay and contract value stats (056-sales-top-ten, 534-top-ten-report-types, 535-top-ten-contract-value).

Sales Report and Audit Sales (observed). Customers > Sales Report lists sold subscriptions. It showed three rows for one customer, with totals of 12 services, $135 initial price, 0 recurring and $135 contract value. These are displayed sums, not a verified revenue formula (457-customer-sales-report). Audit New Sales helps find common data-entry mistakes on customers sold or added between two dates (Sold Between; 10/31/2026 to 11/02/2026 in the capture). Audit Level has three cumulative choices: "I just want my sold / serviced numbers to be accurate..." (the default, selected), "I also want my reps to have accurate service plans (contract values, initial prices, frequencies)" and "I also want all contact info inputted (names, addresses, phone numbers, and emails)". The page text advises the highest setting for offices that run their whole operation in FieldRoutes, says the first or second setting may be enough for summer-sales-only use, and warns that some flagged customers may be just fine. After Refresh no result and no "no issues" message appeared, so the outcome is unknown (458-customer-audit-sales, 459-customer-audit-sales-results).

Mobile sales (settings observed; module Frozen). The SalesRoutes add-on shows Current Status Frozen, a blank Valid Through, an Annual Renewal Rate and a Per Rep Monthly Rate, and says to contact support for changes (361-admin-salesroutes). A frozen add-on does not freeze the rest of the CRM. Sales defaults for the mobile app: Require Map Code; Appointment Flexibility (Flexible on Route, or Fixed to Spot for the initial service only or for everything); Default Recurring and Initial Service Type; Require Valid CC/ACH for APay; Create Alert When Contract Signed in Mobile App; Default Customer Source; Require Signed Agreement for Scheduling; Show Nearby Appointment Distance/Mileage; Require Payment Method for Scheduling (its tooltip: a valid payment method is needed for the initial appointment); and a Technician Earliest Available Spot shortcut (181-mobile-default-settings, 182-mobile-sales-default-editor). In SalesRoutes and the portal, the contract's Agree tab shows an office acknowledgement text above the terms initials (312-communication-section-31-editor). Reps pick from Competitors and Objections dictionaries and can open Sales Aides (images, PDFs, videos; up to 32 MB, under 2 MB recommended for mobile) (186-mobile-competitor-form, 191-mobile-objection-form, 269-sales-aide-editor). No mobile sales was run.

Online self sign-up (gated, nothing shown). The E-Commerce Widget settings page only says the widget must first be enabled under Partner Sites / Apps (262-ecommerce-widget-settings). Deals explains its intended journey: a customer signs up online for recurring service, a card is pre-charged, stored and authorized for monthly payments, an initial appointment and recurring appointments are scheduled automatically, and a digitally signed 12-month agreement lands on the account. Deals must first be enabled (263-deals). Deal Features is an empty dictionary of selling points with name, description, scope, visibility and display order (264-deal-features, 265-deal-feature-editor). Enable Partner Sites (PestReviews.org, SimplyPest.com) first needs a permanent office URL slug in lowercase letters, which cannot change later (266-partner-sites-status). The App Launcher advertises E-Commerce as an add-on; that link does not mean it is licensed (374-app-launcher).

Where a rep may sell: Office Zip Codes (observed, unsaved). An office claims ZIP codes per category. Two switches control creating accounts in unclaimed areas (Do Not Allow / Allow) and sharing ZIPs (No / Yes). Sharing works only if both offices say Yes. Enforcement and conflict handling were not tested (260-office-zip-codes, 261-office-zip-code-editor). The "Assign Office Zip Codes" permission sits in the Account group.

Paying sales reps: commissions (settings observed, no payout).

Commission Profiles hold the calculation rules, in three types.
- Subscription: date basis (Date Sold, Initial Service Date, Initial Payment Date); pay on Contract Value, Initial Service Amount, Qualified Revenue or Qualified Amount Paid; payees; deduction types; contract-value length (first year or the term; custom schedules always use one year). Optional rules: payment/service thresholds, cancellations, coupons, secondary/tertiary splits, retroactive rates, service gaps, service-type/plan rates (209-commission-profile-editor).
- Subscription Charge Back takes commission back on cancellation. The date basis defaults to cancellation date, with cancellation threshold and max paid/service counts (210-commission-profile-chargeback).
- Invoice: date basis (Service/Invoice Date or Payment Date); pay on Invoice Amount, Production Value or Amount Paid; payees Sales Rep, Secondary/Tertiary Sales Rep, Sales Team Leader, Technician, Scheduled By; options for stand-alone services, contracted work, $0 invoices, coupons, splits and paid-in-full rules (211-commission-profile-invoice).
Commission Rate Profiles assign rates to employees. A rate row has Rate Type (Sales, Service, Schedule, Secondary Sales, Tertiary Sales, Team Lead), Pay Type (Percentage or Flat Amount), value, start/end dates, calculation profile, tiers by quantity or amount, and service type/plan limits (212-commission-rate-profiles, 213-commission-rate-profile-editor, 214-commission-rate-editor).
Commission Deduction Types list what can be subtracted from commission (206-commission-deduction-types).
The User Card also has Sales, Service and Schedule Commission Rate fields and a Commission Rates tab (empty here). Which one wins over the other was not established (554-owned-user-commission-rates).
The Commission report calculates by profile, date range and employee type. "As of Date" decides whether invoices or subscriptions count as qualified or paid, and which deductions count. A tier start date sets how far back revenue is summed to pick the tier. Record Payments (not pressed) records payouts. The result area was blank (073-report-commission).

Service types and bundles carry their own sales, service and schedule commission percentages. "Base Commission On Serv. Type" and "Deductions On Employee Card" are office switches (221-office-other-options-editor).

Organizing the sales force (observed, nothing saved). Sales Teams and Office Departments are separate lists. Creating a team asks only for a Team Name; membership, leader and commission links after saving are not shown (365-teams-departments-clear, 366-sales-team-editor). On the User Card, User Type can be Sales Rep, Experience runs First Year to 6+ Years, and there are Recruiter, Roaming Rep and Regional Manager fields. Experience is not proven to drive the Rookies/Experienced split (user management). The Notifications tab separates Sales Alerts from New Purchase (Buy Online Service) notices (user management). Two-factor login can be required for all sales reps in an office. It works only in the newer FieldRoutes Mobile app, not in PestRoutes Sales (222-office-two-factor-settings-editor).

Referral partners (observed). Business Contacts store partners and referral sources (for example realtors or property owners) for reuse on Customer Cards. They never appear in the customer list; a Customer Card is needed to schedule and bill (363-business-contacts-clear, 364-business-contact-editor).

Automation on sales events (observed, unsaved). A Subscription Status trigger can fire on save or after a time when the status changes to Active, Agreement Sent, Frozen, Lead Created or Subscription Created. It filters by agreement signed or not, property type, service plan, multi-unit, service types/plans, flags, divisions, regions, customer sources and "has initial service" (243-trigger-subscription-status).

Settings and controls

Official FieldRoutes manuals

Control	Options (account value)	Note
Leads	Disabled / Enabled (Disabled)	Lead functionality.
Default New Subscription	Service type list (General Service)	Default for new service.
Enable Sales Rep 2 / Enable Sales Rep 3	Disabled / Enabled (both Disabled)	Extra attribution roles.
Abandoned Lead Notification Email	Text (blank)	Where abandoned-lead notices go.
Capacity and Estimate	Disabled / Enabled (Disabled)	Scope unverified.
Base Commission On Serv. Type	No / Yes (No)	Commission source.
Deductions On Employee Card	Disabled / Enabled (Disabled)	Commission deductions display.

Control	Choices
Enter Leaderboard Name; scope	User (selected), Office; Global disabled
Default	Not Default (selected) / Default
Save; Save as New; Show Saved Filters	No saved leaderboards
Primary Stat	Sold Subscriptions (selected), Serviced Subscriptions, Serviced / Sold, Auto Pay %, Subscriptions Active, Serviced Auto Pay %, Average Contract, Average Initial Price, Total Revenue, Switch Overs, Multi-Years, Paid In Fulls, Bad Payment Methods, Total Annual Recurring Value, Average Annual Recurring Value, Knocks % (plus any Composite Stat)
Date basis	Sold Between (selected) / Scheduled Between; date range
Group By	Office (selected) / Team
Subscriptions	Any (selected), Active, Frozen
Acct Status	Subscription Added; Pending / Serviced Accounts (selected); Any Scheduled (Include Apt Cancels); Only Fixed to Spot Appts; Just Serviced Accounts
Emp. Status	Only Active Users (selected), Only Inactive Users, Active/Inactive Users
Emp. Type	Office Staff, Technicians, Sales Reps (selected)
Emp. Experience	All Experience (selected), First Years, Experienced
APay Flag	Use Customer APay Status (selected) / Use Salesman APay Flag
Include/Exclude Service Plans, Service Types, Sources, Service Categories	Separate selectors
Refresh; Show Table / Show Cards; table Export, Search, sortable Sales Rep	Zero-entry table

Object	Controls
Commission Profile	Description; Profile Type (Subscription, Subscription Charge Back, Invoice); + Rule
Subscription rules	Subscription Date Filter Type; Pay Commission On; Deduction Type; Pay Commission To; Contract Value Length; Subscription Cancellation Threshold / Charge Backs; Days To Pay In Full Threshold; Require Initial Service Paid In Full; Require Invoice Paid In Full; Min Number of Paid Services Required; Min Number of Services Required; Service Gap Threshold; Deduct Secondary / Tertiary Commission; Split Revenue Secondary / Tertiary; Exclude All Coupons; Exclude Coupon Codes; Recurring Billing Use % of PV; Retroactively apply rates; Service Type / Plans; Use Service Type / Plan Rates
Charge Back rules	Charge-back Date Filter Type (Cancellation Date); Charge-back Cancellation Threshold; Max Number of Paid Services Required; Max Number of Services Required
Invoice rules	Invoice Date Filter Type; Pay Commission On; Pay Commission To; Include Stand Alone Services; Consider $0.00 Service Invoices; Only Contracted Services; Only Payments in Contract; Only Services in Contract; Contract Start Date; Contract Value Length; Include Commission Split; Split Revenue Secondary / Tertiary Percentage; plus the coupon, paid-in-full, deduction and rate rules
Rate Profile	Description; scope; visibility; Assigned Employees; + Commission Rate
Rate row	Rate Type; Pay Type (Percentage / Flat Amount); Commission Value; Start / End Date; Profile (Sales, Service or Schedule Commission); Tier Type (Quantity / Amount); Tier Start / End; Service Types; Service Plans; remove
Deduction Type	+ PaymentType; Description (required); scope; visibility
User Card Commission Rates tab	Type filter; Start / End; Profile; Search; + Rate; columns Type, Pay Type, Value, Start Date, End Date, Profile

Group	Permissions
Leads	View Own Leads; Edit Own Leads; View Other Leads; Edit Other Leads
Sales	Edit Own Sales Rep; Edit Other Sales Rep; View Leaderboards of All Offices; Create Customers on Mobile (additional charges may apply); Create Competitions; Edit Own / Edit Other Competitions; Remove Own / Remove Other Competitions; View All Competitions
Reports	View Sales Overview (also turns on the web Sales tab and changes mobile menus); View Sales Details; Sales Leaderboard Revenue; Financial: View Sales Collections
Users	View / Add / Edit Sales Reps; Rep Spy (Mobile); Edit Teams; View/Edit Employee Financial Settings
Pricing	Hide Commercial / Residential Price on Mobile; Ignore Min Initial Charge; Ignore Min Recurring Charge; Ignore Min Contract Value
Area Management	View Assignment Layers; Edit Any Assignment Region; View Reporting Layers; Edit Own / Other Reporting Regions; View Door Knock System Layer; View Customer System Layer; View Regions I'm Not Assigned to
FieldRoutes Mobile App	Ignore Min Contract Length on Mobile; View Sales Feed Menu Item; View Dashboard Menu Item (sales reps only); Override Payment & Agreement Schedule Requirements; Override Availability Windows
Mobile Dashboard Personal Stats	Account Volume; Contract Strength; Miscellaneous Stats; This Week; Weekly Trends; Knock Report; Time in Field; Common Objections; Top Competitors; YoY Comparison
Account	Create Customers; Assign Office Zip Codes

No official knowledge-base manual read in this research is about leads, sales or estimates.
The research uses the FieldRoutes Marketing Pro starter guide (on ServiceTitan's official help site) for the prospect / lead / customer segment definitions. It is a marketing guide, not a sales-process manual.
Related manuals: Two-Factor Authentication (group rules for sales reps) and Access Control Profiles (lead and sales permissions).

FieldRoutes calls it: Leads, Lead Created, Lead Assigned To

In short

Screens: 35 captures

Their words for this block 34

Where it lives in FieldRoutes

Connections to other blocks

How FieldRoutes does it

Settings and controls

What the research did not prove

Ideas for Our CRM

Official FieldRoutes manuals

From the Loom recording: FieldRoutes calls it Leads Overview, Lead Stages

Their words for this block

How FieldRoutes does it

Strengths

Gaps

Naming traps