How Do I Use the Billable Hour Worksheet in Team SPG?

The Billable Hour Worksheet calculates the rate you need to charge per billable hour to hit your target net profit. Enter your last 12 months of numbers — revenue, cost of sales, the five overhead categories, calls ran, and calls sold — and the report shows your billable-hour rate, per-tech targets, and where your spending stands, updating live as you type.

Where to Find It

Open Billable Hour in the left sidebar, or go to Financials > Billable Hour. Your worksheet saves automatically as you type — there is no Save button.

What You'll Need

Have these three things handy before you start:

• Your last 12 months P&L — revenue, materials and labor, and overhead spending
• Total calls ran — every call opportunity your techs ran in the last 12 months
• Total calls sold — how many of those calls turned into work

The worksheet derives your close rate and average ticket from those numbers and shows them as you type — you never enter a rate directly.

Choosing Your Primary Trade

The Primary trade select (Plumbing, HVAC, or Electrical) tells the worksheet which Team SPG benchmarks to compare your numbers against — close rate, average ticket, and revenue per technician are all trade-specific because the trades genuinely differ. If your shop runs more than one trade, pick the one where most of your revenue comes from.

If your technicians are already in Team SPG with trades set, the worksheet figures out your primary trade from your roster automatically (a mixed roster resolves to whichever trade drives the most revenue) and the select disappears. Until a trade is chosen, the worksheet still works — it just doesn't show benchmark comparisons.

Adding Line Item Detail

Each of the five overhead categories (Marketing, People, Operations, Vehicle & Fleet, Administrative) starts as one annual total — the fastest way to a real answer. When you want more control, click Add line item detail under any category to break it into the line items you actually manage (add, rename, delete). The category's total becomes the sum of its line items, and you can collapse back to a single total at any time.

Not sure what belongs where? Click the small info icon next to any category name to see a plain-language description and the typical line items that category covers.

Total Company vs By Tech

Inside Tell us about your shop, the Last 12 months section has a toggle:

• Total company — enter your calls ran, calls sold, and total revenue as one company-wide number, side by side.
• By tech — add your technicians one at a time (they start as "Technician 1", "Technician 2" — click a name to rename it) and enter each tech's calls ran, calls sold, and revenue sold. Company totals become the sum of your rows, and the report adds a How your techs compare section showing each tech's close rate and average ticket against the company average — a below-average flag is a training signal, not a verdict.

If you track KTIs in Team SPG, the Prefill from your KTIs button fills one row per technician with their real name and last-12-months numbers. Technicians who left your team during that window come in with a Former tag — their calls and revenue still count toward your annual totals, but they aren't counted as a current truck when the worksheet sizes your capacity. Switching back to Total company never deletes your tech rows.

Switching to By tech from the report's "break it down" link pops up a short explainer with both paths — Prefill from KTIs or I'll enter it manually — and then takes you to the technician rows.

What Goes In

1. Tell us about your shop — number of technicians, last-12-months calls ran, calls sold, and total revenue, plus your target net profit. Work days, billable efficiency, and annual hours per tech sit under Advanced with sensible defaults.
2. Revenue — stays in sync with what you entered above, and you can split it into Service vs Install; with tech rows, revenue is the sum of your techs plus an "Other revenue" line for installs or anything not attributed to a tech.
3. Cost of Sales — materials and equipment, field labor, and other direct costs.
4. Overhead — what you actually spent over the last 12 months, by category, with optional line item detail per category.

What Comes Out

• Your billable-hour rate — the headline number: what to charge per billable hour to hit your profit goal.
• Your three billable hours — above the profit & loss report: Cost of Service (everything except materials, per billable hour), Break Even (everything, per billable hour — the rate where you stop losing money), and Selling Price (what your entered revenue works out to per billable hour). Together they show how much room your price really has.
• Capacity reality check — whether your shop can actually produce the revenue your goal requires, with concrete ways to close any gap. When there's a gap, the report leads with a realistic combination plan — a little more price, a little better close rate, a little less spending — with the single big moves tucked behind "Or close it with one big move." If your by-tech rows show techs performing below your company average, training them up is called out first, in dollars. And if the revenue you entered works out to far less per tech than shops in your trade typically do, the report asks you to double-check the number before recommending anything.
• Benchmark comparison — when Team SPG has published benchmarks for your trade, your derived close rate and average ticket chips turn red or amber if they fall below the typical range, a line under them shows where your close rate and revenue per tech stand against other shops in your trade, and the tech comparison table adds percentile chips (Top 10%, Top 25%, Bottom 25%) for each technician's close rate and average ticket.
• Per-tech productivity targets — daily, monthly, and annual call and sales targets.
• How your techs compare (By tech mode) — each tech's close rate and average ticket against the company average, shown under the profit & loss report.
• Your average technician (Total company mode) — what the average tech's revenue, calls, and close rate look like, with a one-click path to break it down per technician.
• Spending snapshot — each category as a percent of revenue against healthy ranges, with coaching notes when something is out of line. Cost of Sales breaks down into Materials & Equipment and Field Labor, each with its own healthy range, so the report can point at the specific driver.

Frequently Asked Questions

Why does the worksheet ask for calls instead of close rate and average ticket?

Owners know how many calls they ran and sold; rates are things you'd have to compute. The worksheet does that math for you — your close rate and average ticket appear as live chips under the calls fields, derived from what you entered.

Does my worksheet save automatically?

Yes. Every change saves to your account about a second after you stop typing — the "Last saved" time at the top of the page confirms it. There is no Save button to remember.

What happened to the numbers I entered before creating my account?

If you used the free worksheet on our website and then created your account in the same browser, your numbers — including any technician rows — are migrated into your account automatically the first time the worksheet opens.

Where do the healthy spending ranges come from?

They reflect Team SPG coach experience across hundreds of home-service shops and are shown as ranges, not exact targets. Your coach can help you set targets that fit your market and stage of growth.

What do the percentile chips next to my techs mean?

They show where each technician's last-12-months close rate and average ticket land among techs on Team SPG in your primary trade — Top 10%, Top 25%, or Bottom 25% (techs in the middle get no chip). Each chip sits in its own column, so a tech can be Top 25% on closing and Bottom 25% on ticket size — two different coaching conversations.

Why do my close rate or average ticket chips turn red or amber?

Red means that number is in the bottom quarter of shops in your trade on Team SPG; amber means it's below the trade median. They're comparison signals, not judgments — and if the revenue per tech looks impossibly low, double-check that you entered a full 12 months of revenue rather than a monthly figure.

What's the difference between Cost of Service, Break Even, and Selling Price?

Cost of Service is your hourly cost of everything except materials. Break Even adds materials — it's what you'd have to charge per billable hour just to lose nothing. Selling Price is what your actual revenue works out to per billable hour. The gap between Break Even and Selling Price is your real margin, per hour.