* { box-sizing: border-box; margin: 0; padding: 0; }

:root {
  --bg: #eef2f7;
  --bg-soft: #f7fafc;
  --ink: #0f172a;
  --ink-2: #1e293b;
  --muted: #64748b;
  --line: #e2e8f0;

  --brand: #1d4ed8;
  --brand-2: #2563eb;
  --success: #059669;
  --success-2: #10b981;
  --warning: #d97706;
  --warning-2: #f59e0b;
  --danger: #dc2626;
  --danger-2: #ef4444;
  --info: #0891b2;
  --info-2: #06b6d4;
  --accent: #7c3aed;
  --accent-2: #a855f7;
}

body {
  font-family: -apple-system, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', sans-serif;
  background: #f5f7fa;
  color: var(--ink);
  line-height: 1.5;
  min-height: 100vh;
  -webkit-font-smoothing: antialiased;
}

header {
  background: linear-gradient(135deg, #1e3a8a 0%, #1e40af 60%, #2563eb 100%);
  color: white;
  padding: 1.4rem 2rem;
  display: flex;
  justify-content: space-between;
  align-items: center;
  box-shadow: 0 2px 8px rgba(15,23,42,0.12);
  position: sticky;
  top: 0;
  z-index: 50;
}

.brand h1 {
  font-size: 1.8rem;
  font-weight: 700;
  letter-spacing: -0.5px;
}
.month-label {
  display: block;
  font-size: 0.88rem;
  opacity: 0.9;
  margin-top: 0.25rem;
  font-weight: 500;
  color: #e0e7ff;
}

.actions {
  display: flex;
  align-items: center;
  gap: 1rem;
}

.month-picker {
  display: inline-flex;
  align-items: center;
  gap: 0.4rem;
  background: rgba(255,255,255,0.12);
  border: 1px solid rgba(255,255,255,0.18);
  border-radius: 8px;
  padding: 0.3rem 0.5rem 0.3rem 0.7rem;
  color: white;
}
.month-picker-label {
  font-size: 0.72rem;
  text-transform: uppercase;
  letter-spacing: 0.6px;
  font-weight: 600;
  opacity: 0.85;
}
.month-picker select {
  background: white;
  color: #1e3a8a;
  border: none;
  border-radius: 6px;
  padding: 0.4rem 0.65rem;
  font-size: 0.88rem;
  font-weight: 600;
  cursor: pointer;
  outline: none;
  font-family: inherit;
}
.month-picker select:focus { box-shadow: 0 0 0 3px rgba(255,255,255,0.25); }

.last-updated {
  font-size: 0.85rem;
  opacity: 0.85;
  font-weight: 500;
}

.btn-refresh {
  background: white;
  color: #1e3a8a;
  border: none;
  padding: 0.55rem 1.2rem;
  border-radius: 8px;
  font-weight: 600;
  cursor: pointer;
  display: inline-flex;
  align-items: center;
  gap: 0.45rem;
  font-size: 0.9rem;
  transition: transform 0.15s, box-shadow 0.15s;
  box-shadow: 0 1px 3px rgba(0,0,0,0.12);
}
.btn-refresh:hover { transform: translateY(-1px); box-shadow: 0 4px 10px rgba(0,0,0,0.15); }
.btn-refresh:disabled { opacity: 0.6; cursor: wait; }
.btn-refresh.loading .refresh-icon { animation: spin 1s linear infinite; display: inline-block; }
@keyframes spin { to { transform: rotate(360deg); } }

main {
  padding: 2rem;
  max-width: 1600px;
  margin: 0 auto;
}

.breadcrumb {
  display: flex;
  align-items: center;
  gap: 0.45rem;
  font-size: 0.9rem;
  margin-bottom: 1.25rem;
  padding: 0.6rem 0.95rem;
  background: white;
  border: 1px solid var(--line);
  border-radius: 8px;
  font-weight: 500;
}
.breadcrumb a {
  color: var(--brand);
  text-decoration: none;
  font-weight: 600;
  padding: 0.15rem 0.5rem;
  border-radius: 4px;
  transition: background 0.15s;
}
.breadcrumb a:hover { background: #eff6ff; text-decoration: none; }
.breadcrumb .bc-sep { color: #cbd5e0; font-weight: 500; }
.breadcrumb .bc-current {
  color: var(--ink);
  font-weight: 600;
}

.view-header {
  margin-bottom: 1.25rem;
  padding: 1rem 1.25rem;
  background: white;
  border: 1px solid var(--line);
  border-left: 4px solid var(--brand);
  border-radius: 8px;
}
.view-header h2 {
  font-size: 1.4rem;
  color: var(--ink);
  font-weight: 700;
  margin-bottom: 0.2rem;
  letter-spacing: -0.3px;
}
.view-header .section-sub {
  color: var(--muted);
  font-weight: 500;
  font-size: 0.88rem;
}

.card-cta {
  margin-top: 0.85rem;
  padding-top: 0.75rem;
  border-top: 1px dashed #e2e8f0;
  font-size: 0.82rem;
  font-weight: 600;
  color: #1e40af;
  text-align: right;
}
.team-card.clickable { cursor: pointer; }
.team-card.clickable:hover {
  transform: translateY(-2px);
  box-shadow: 0 8px 24px rgba(0,0,0,0.08);
}

/* ----- Rep view hero ----- */
.rep-hero {
  background: white;
  border-radius: 10px;
  padding: 1.25rem 1.5rem;
  display: grid;
  grid-template-columns: 1fr auto;
  gap: 1.5rem;
  align-items: center;
  margin-bottom: 1.25rem;
  box-shadow: 0 1px 3px rgba(15,23,42,0.06);
  border: 1px solid var(--line);
  border-left: 4px solid var(--brand);
}
.rep-hero-left { display: flex; align-items: center; gap: 1rem; min-width: 0; }
.rep-hero-left h2 {
  font-size: 1.45rem;
  color: var(--ink);
  font-weight: 700;
  letter-spacing: -0.3px;
  margin-bottom: 0.15rem;
}
.rep-sub {
  color: var(--muted);
  font-size: 0.88rem;
  font-weight: 500;
}

.rep-avatar {
  width: 52px;
  height: 52px;
  border-radius: 50%;
  background: var(--brand);
  color: white;
  display: flex;
  align-items: center;
  justify-content: center;
  font-weight: 600;
  font-size: 1.15rem;
  letter-spacing: 0.3px;
  flex-shrink: 0;
}
.rep-avatar.avatar-SMB { background: var(--info); }
.rep-avatar.avatar-AM  { background: var(--accent); }
.rep-avatar.avatar-ENT { background: var(--success); }

.rep-hero-right {
  display: flex;
  flex-direction: column;
  align-items: flex-end;
  gap: 0.6rem;
  min-width: 280px;
}
.rep-pill {
  display: inline-block;
  padding: 0.3rem 0.85rem;
  border-radius: 999px;
  font-weight: 600;
  font-size: 0.88rem;
  background: #edf2f7;
  color: #2d3748;
}
.rep-pill.good { background: #d1fae5; color: #065f46; }
.rep-pill.mid  { background: #fef3c7; color: #92400e; }
.rep-pill.low  { background: #fee2e2; color: #991b1b; }

.rep-progress { width: 100%; }
.rep-progress .progress-bar { height: 10px; }

/* ----- Card panel (used for rep deals + team tables) ----- */
.card-panel {
  background: white;
  border-radius: 10px;
  padding: 1.4rem;
  box-shadow: 0 1px 3px rgba(15,23,42,0.06);
  border: 1px solid var(--line);
  margin-top: 1.25rem;
}
.panel-header {
  margin-bottom: 0.95rem;
  padding-bottom: 0.6rem;
  border-bottom: 1px solid var(--line);
}
.panel-header h2 {
  font-size: 1.1rem;
  color: var(--ink);
  font-weight: 700;
  letter-spacing: -0.2px;
}
.panel-header .section-sub {
  font-size: 0.85rem;
  color: var(--muted);
  margin-top: 0.2rem;
  font-weight: 500;
}

/* Scrollable wide tables */
.table-wrap.scroll-x { overflow-x: auto; }

/* Fit-to-screen table wrapper — no horizontal scroll. Used for the
   Rolling 90 and MQL Funnel tables so they're fully visible on a
   projector / big screen without sideways scrolling. */
.table-wrap.fit-screen { overflow-x: hidden; }

/* Compact funnel table — reduced font + tighter cells so 7 columns
   fit on screen comfortably. Headers may use <br/> to wrap labels. */
.compact-funnel { table-layout: fixed; width: 100%; font-size: 0.82rem; }
.compact-funnel th {
  font-size: 0.7rem !important;
  padding: 0.55rem 0.35rem !important;
  letter-spacing: 0.25px !important;
  line-height: 1.15 !important;
  white-space: normal !important;
  word-break: keep-all;
}
.compact-funnel td {
  padding: 0.55rem 0.4rem !important;
  white-space: nowrap;
}
.compact-funnel th.col-rep,
.compact-funnel td.col-rep { width: 18%; min-width: 0 !important; }
.compact-funnel th.num,
.compact-funnel td.num { width: 13.6%; }
.compact-funnel .row-avatar { width: 22px; height: 22px; font-size: 0.62rem; }
.compact-funnel .row-rep-name { font-size: 0.82rem; }
.compact-funnel .pct-pill { min-width: 0; padding: 0.16rem 0.4rem; font-size: 0.74rem; }

/* Rep performance / funnel tables */
.perf-table, .funnel-table {
  table-layout: auto;
  min-width: 100%;
}
.perf-table th, .funnel-table th {
  white-space: nowrap;
  font-size: 0.72rem;
}
.perf-table td, .funnel-table td {
  padding: 0.7rem 0.85rem;
  white-space: nowrap;
}
.perf-table tbody tr.clickable-row,
.funnel-table tbody tr.clickable-row { cursor: pointer; }
.perf-table tbody tr.clickable-row:hover td,
.funnel-table tbody tr.clickable-row:hover td {
  background: #eff6ff;
}

/* Sticky first column on horizontal scroll */
.perf-table th.col-rep,
.perf-table td.col-rep,
.funnel-table th.col-rep,
.funnel-table td.col-rep {
  position: sticky;
  left: 0;
  z-index: 1;
  min-width: 200px;
  border-right: 1px solid #e2e8f0;
}
.perf-table thead th.col-rep,
.funnel-table thead th.col-rep { background: #dbeafe; z-index: 2; }
.perf-table tbody tr:nth-child(odd) td.col-rep,
.funnel-table tbody tr:nth-child(odd) td.col-rep { background: white; }
.perf-table tbody tr:nth-child(even) td.col-rep,
.funnel-table tbody tr:nth-child(even) td.col-rep { background: #eef2ff; }
.perf-table tbody tr.clickable-row:hover td.col-rep,
.funnel-table tbody tr.clickable-row:hover td.col-rep { background: #dbeafe !important; }

.row-rep-cell {
  display: flex;
  align-items: center;
  gap: 0.65rem;
}
.row-avatar {
  width: 28px; height: 28px;
  border-radius: 50%;
  display: inline-flex;
  align-items: center;
  justify-content: center;
  font-weight: 600;
  font-size: 0.72rem;
  color: white;
  background: var(--brand);
  flex-shrink: 0;
}
.row-avatar.avatar-SMB { background: var(--info); }
.row-avatar.avatar-AM  { background: var(--accent); }
.row-avatar.avatar-ENT { background: var(--success); }
.row-rep-name { font-weight: 600; color: var(--ink); font-size: 0.9rem; }

.pct-pill {
  display: inline-block;
  padding: 0.2rem 0.65rem;
  border-radius: 999px;
  font-weight: 600;
  font-size: 0.78rem;
  background: #edf2f7;
  color: #2d3748;
  min-width: 56px;
  text-align: center;
}
.pct-pill.good { background: #d1fae5; color: #065f46; }
.pct-pill.mid  { background: #fef3c7; color: #92400e; }
.pct-pill.low  { background: #fee2e2; color: #991b1b; }

/* Footer totals row */
.perf-table tfoot td,
.funnel-table tfoot td {
  background: #f7fafc !important;
  font-weight: 700;
  border-top: 1px solid #cbd5e0;
  border-bottom: none;
  color: var(--ink);
  font-size: 0.9rem;
}
.perf-table tfoot td.col-rep,
.funnel-table tfoot td.col-rep {
  background: #f7fafc !important;
  font-weight: 700;
  font-size: 0.85rem;
  color: var(--ink);
}
.rep-deals-header {
  display: flex;
  justify-content: space-between;
  align-items: center;
  gap: 1rem;
  margin-bottom: 1rem;
  flex-wrap: wrap;
}
.rep-deals-header h2 {
  font-size: 1.2rem;
  color: #1a202c;
  font-weight: 700;
}
.rep-deals-header .section-sub {
  font-size: 0.85rem;
  color: #4a5568;
  margin-top: 0.2rem;
}

.tabs {
  display: inline-flex;
  gap: 0.25rem;
  background: #f1f5f9;
  padding: 0.25rem;
  border-radius: 8px;
}
.tab {
  background: transparent;
  border: none;
  padding: 0.45rem 0.95rem;
  border-radius: 6px;
  font-weight: 600;
  font-size: 0.85rem;
  color: var(--muted);
  cursor: pointer;
  transition: background 0.15s, color 0.15s;
  white-space: nowrap;
}
.tab:hover { color: var(--ink); }
.tab.active {
  background: white;
  color: var(--brand);
  box-shadow: 0 1px 2px rgba(15,23,42,0.08);
}

/* ----- Data table ----- */
.data-table {
  width: 100%;
  border-collapse: collapse;
  font-size: 0.92rem;
  table-layout: auto;
  border-radius: 10px;
  overflow: hidden;
}
.data-table th {
  text-align: left;
  padding: 0.85rem 0.85rem;
  background: #dbeafe;
  border-bottom: 2px solid var(--brand);
  font-weight: 700;
  font-size: 0.74rem;
  text-transform: uppercase;
  letter-spacing: 0.55px;
  color: #1e3a8a;
  white-space: nowrap;
}
.data-table td {
  padding: 0.78rem 0.85rem;
  border-bottom: 1px solid #e2e8f0;
  vertical-align: middle;
  color: var(--ink);
  font-weight: 500;
  background: white;
}
/* Alternating blue / white stripes (matches reference) */
.data-table tbody tr:nth-child(odd) td { background: white; }
.data-table tbody tr:nth-child(even) td { background: #eef2ff; }
.data-table tbody tr:hover td { background: #dbeafe !important; }
/* Strong blue underline at the bottom of the body (last data row) */
.data-table tbody tr:last-child td { border-bottom: 2px solid var(--brand); }
.data-table th.num,
.data-table td.num { text-align: right; font-variant-numeric: tabular-nums; }
.data-table td.num { font-weight: 600; }

.data-table .col-deal   { min-width: 220px; }
.data-table .col-amount { min-width: 110px; }
.data-table .col-stage  { min-width: 120px; }
.data-table .col-date   { min-width: 110px; white-space: nowrap; }
.data-table .col-age    { min-width: 80px;  white-space: nowrap; }
.data-table td.col-deal,
.data-table td.col-stage {
  overflow: hidden;
  text-overflow: ellipsis;
  white-space: nowrap;
  max-width: 360px;
}

.stage-tag {
  display: inline-block;
  padding: 0.2rem 0.6rem;
  border-radius: 999px;
  background: #e0e7ff;
  color: #3730a3;
  font-size: 0.76rem;
  font-weight: 600;
  max-width: 100%;
  overflow: hidden;
  text-overflow: ellipsis;
  white-space: nowrap;
}

.team-tag {
  display: inline-block;
  padding: 0.18rem 0.6rem;
  border-radius: 999px;
  font-size: 0.74rem;
  font-weight: 600;
  background: #edf2f7;
  color: #2d3748;
}
.team-tag.SMB { background: #cffafe; color: #155e75; }
.team-tag.AM  { background: #ede9fe; color: #5b21b6; }
.team-tag.ENT { background: #d1fae5; color: #065f46; }

.empty-row td { padding: 0 !important; }
.empty-state {
  text-align: center;
  padding: 2.5rem 1rem;
  color: #718096;
}
.empty-state .empty-icon {
  font-size: 2rem;
  color: #cbd5e0;
  margin-bottom: 0.5rem;
}

@media (max-width: 720px) {
  .rep-hero { grid-template-columns: 1fr; }
  .rep-hero-right { align-items: stretch; min-width: 0; }
  .rep-deals-header { flex-direction: column; align-items: stretch; }
  .data-table { table-layout: auto; }
}

/* ----- Closed Lost link cell + Insights modal ----- */
.link-cell {
  color: #1e40af;
  font-weight: 600;
}
.link-cell .link-arrow {
  color: #d97706;
  font-size: 0.85rem;
  margin-left: 0.25rem;
  opacity: 0.7;
}
.modal-content.modal-md { max-width: 820px; }
.insights-loading {
  text-align: center;
  padding: 2rem;
  color: #4a5568;
}
.lost-reason {
  background: #fff7ed;
  border: 1px solid #fed7aa;
  border-left: 4px solid #ea580c;
  border-radius: 8px;
  padding: 0.85rem 1rem;
  margin-bottom: 1rem;
}
.lost-reason.muted {
  background: #f7fafc;
  border-color: #e2e8f0;
  border-left-color: #94a3b8;
}
.lost-reason-label {
  font-size: 0.72rem;
  text-transform: uppercase;
  letter-spacing: 0.6px;
  color: #9a3412;
  font-weight: 700;
  margin-bottom: 0.2rem;
}
.lost-reason.muted .lost-reason-label { color: #4a5568; }
.lost-reason-value {
  font-size: 1.05rem;
  font-weight: 600;
  color: #1a202c;
}

.insights-facts {
  display: grid;
  grid-template-columns: repeat(auto-fit, minmax(180px, 1fr));
  gap: 0.5rem 1rem;
  background: #f7fafc;
  border-radius: 8px;
  padding: 0.85rem 1rem;
  margin-bottom: 1rem;
}
.insights-facts > div {
  display: flex;
  flex-direction: column;
  gap: 0.15rem;
}
.fact-label {
  font-size: 0.7rem;
  text-transform: uppercase;
  letter-spacing: 0.5px;
  color: #718096;
  font-weight: 700;
}
.fact-value {
  font-size: 0.92rem;
  color: #1a202c;
  font-weight: 600;
}

.insights-section-title {
  font-size: 1rem;
  font-weight: 700;
  color: #2d3748;
  margin: 1.25rem 0 0.75rem;
  padding-bottom: 0.4rem;
  border-bottom: 1px solid #e2e8f0;
}

.timeline {
  display: flex;
  flex-direction: column;
  gap: 0.85rem;
  position: relative;
  padding-left: 0.5rem;
}
.tl-item {
  display: grid;
  grid-template-columns: 38px 1fr;
  gap: 0.75rem;
  position: relative;
}
.tl-item:not(:last-child)::before {
  content: '';
  position: absolute;
  left: 18px;
  top: 36px;
  bottom: -0.85rem;
  width: 2px;
  background: #e2e8f0;
}
.tl-marker {
  width: 36px;
  height: 36px;
  border-radius: 50%;
  background: #edf2f7;
  display: flex;
  align-items: center;
  justify-content: center;
  font-size: 1rem;
  flex-shrink: 0;
  z-index: 1;
}
.tl-note  .tl-marker { background: #fef3c7; color: #92400e; }
.tl-call  .tl-marker { background: #dbeafe; color: #1e40af; }
.tl-email .tl-marker { background: #ede9fe; color: #5b21b6; }
.tl-meeting .tl-marker { background: #d1fae5; color: #065f46; }
.tl-task  .tl-marker { background: #fee2e2; color: #991b1b; }

.tl-content {
  background: white;
  border: 1px solid #edf2f7;
  border-radius: 8px;
  padding: 0.7rem 0.85rem;
  min-width: 0;
}
.tl-head {
  display: flex;
  justify-content: space-between;
  align-items: center;
  gap: 0.75rem;
  margin-bottom: 0.25rem;
}
.tl-type {
  font-size: 0.72rem;
  text-transform: uppercase;
  letter-spacing: 0.5px;
  font-weight: 700;
  color: #4a5568;
}
.tl-time {
  font-size: 0.78rem;
  color: #718096;
}
.tl-title {
  font-size: 0.95rem;
  font-weight: 600;
  color: #1a202c;
  word-break: break-word;
}
.tl-pills {
  display: flex;
  flex-wrap: wrap;
  gap: 0.35rem;
  margin-top: 0.4rem;
}
.tl-pill {
  background: #edf2f7;
  color: #2d3748;
  font-size: 0.72rem;
  padding: 0.15rem 0.55rem;
  border-radius: 999px;
  font-weight: 600;
}
.tl-body {
  font-size: 0.88rem;
  color: #2d3748;
  margin-top: 0.5rem;
  white-space: pre-wrap;
  word-break: break-word;
  line-height: 1.5;
  background: #f7fafc;
  border-radius: 6px;
  padding: 0.5rem 0.7rem;
  max-height: 280px;
  overflow: auto;
}

/* ----- ENT Quarterly panel (overview) ----- */
.ent-quarterly-panel {
  background: white;
  border: 1px solid var(--line);
  border-left: 4px solid var(--success);
  border-radius: 10px;
  padding: 1.1rem 1.4rem;
  margin: 0 0 2rem;
  box-shadow: 0 1px 3px rgba(15,23,42,0.06);
}
.ent-q-head {
  display: flex;
  justify-content: space-between;
  align-items: center;
  gap: 1rem;
  flex-wrap: wrap;
  padding-bottom: 0.85rem;
  border-bottom: 1px solid var(--line);
  margin-bottom: 0.85rem;
}
.ent-q-head h3 {
  font-size: 1.1rem;
  font-weight: 700;
  color: var(--ink);
  letter-spacing: -0.2px;
}
.ent-q-head .section-sub { font-size: 0.82rem; margin-top: 0.15rem; }
.ent-q-pill {
  display: inline-block;
  padding: 0.3rem 0.85rem;
  border-radius: 999px;
  font-weight: 700;
  font-size: 0.88rem;
  background: #edf2f7;
  color: #2d3748;
}
.ent-q-pill.good { background: #d1fae5; color: #065f46; }
.ent-q-pill.mid  { background: #fef3c7; color: #92400e; }
.ent-q-pill.low  { background: #fee2e2; color: #991b1b; }

.ent-q-grid {
  display: grid;
  grid-template-columns: repeat(auto-fit, minmax(200px, 1fr));
  gap: 1rem;
}
.ent-q-stat {
  background: #f7fafc;
  border: 1px solid var(--line);
  border-radius: 8px;
  padding: 0.85rem 1rem;
}
.ent-q-label {
  font-size: 0.7rem;
  text-transform: uppercase;
  letter-spacing: 0.6px;
  color: var(--muted);
  font-weight: 700;
  margin-bottom: 0.45rem;
}
.ent-q-value {
  font-size: 1.55rem;
  font-weight: 800;
  color: var(--ink);
  letter-spacing: -0.4px;
  font-variant-numeric: tabular-nums;
  margin-bottom: 0.2rem;
}
.ent-q-sub {
  font-size: 0.78rem;
  color: var(--muted);
  font-weight: 500;
}

.am-dealtype-table td.num.zero,
.lead-status-table td.num.zero { color: #cbd5e0; font-weight: 500; }

/* Compact lead-status table so it fits on a single screen without scroll */
.lead-status-table { font-size: 0.78rem; }
.lead-status-table th,
.lead-status-table td {
  padding: 0.32rem 0.45rem;
  line-height: 1.15;
}
.lead-status-table th {
  font-size: 0.62rem;
  letter-spacing: 0.3px;
  padding: 0.4rem 0.45rem;
}
.lead-status-table td.col-rep,
.lead-status-table th.col-rep { min-width: 130px; }
.lead-status-table .row-avatar { width: 22px; height: 22px; font-size: 0.6rem; }
.lead-status-table .row-rep-name { font-size: 0.78rem; }
#lead-status-panel .table-wrap { overflow: visible; max-height: none; }

/* Expandable Unqualified rows */
.unq-caret { color: var(--brand); font-weight: 700; margin-left: 0.5rem; font-size: 0.78rem; }
.unq-expandable td { cursor: pointer; }
.unq-expand-row td { background: #fafbfc !important; padding: 0 !important; }
.unq-expand {
  padding: 0.65rem 0.85rem;
  display: flex;
  flex-direction: column;
  gap: 0.4rem;
}
.unq-reason {
  background: white;
  border: 1px solid var(--line);
  border-left: 3px solid var(--warning);
  border-radius: 6px;
  padding: 0.5rem 0.7rem;
}
.unq-reason-head {
  display: flex;
  justify-content: space-between;
  align-items: center;
  gap: 0.5rem;
}
.unq-reason-text {
  font-size: 0.85rem;
  font-weight: 600;
  color: var(--ink);
}
.unq-reason-count {
  display: inline-block;
  padding: 0.1rem 0.5rem;
  border-radius: 999px;
  background: #fff7ed;
  color: #9a3412;
  font-weight: 700;
  font-size: 0.78rem;
  min-width: 28px;
  text-align: center;
}
.unq-reason-contacts {
  display: flex;
  flex-wrap: wrap;
  gap: 0.3rem;
  margin-top: 0.4rem;
}
.unq-contact-chip {
  background: #f1f5f9;
  color: #334155;
  border-radius: 999px;
  padding: 0.12rem 0.55rem;
  font-size: 0.72rem;
  font-weight: 500;
}

.audit-list {
  list-style: none;
  padding: 0;
  margin: 0;
}
.audit-list li {
  padding: 0.6rem 0.85rem;
  margin-bottom: 0.55rem;
  background: #fff7ed;
  border: 1px solid #fed7aa;
  border-left: 4px solid #ea580c;
  border-radius: 6px;
  font-size: 0.9rem;
  color: var(--ink);
}
.audit-headline {
  font-weight: 700;
  color: var(--ink);
  margin-bottom: 0.4rem;
  line-height: 1.35;
}
.audit-deal-list {
  list-style: none;
  padding: 0;
  margin: 0.3rem 0 0 0;
  display: flex;
  flex-direction: column;
  gap: 0.25rem;
}
.audit-deal-item {
  background: white;
  border: 1px solid #fed7aa;
  border-radius: 5px;
  padding: 0.3rem 0.6rem;
  font-size: 0.85rem;
  color: var(--ink-2);
}
.audit-deal-name { font-weight: 700; color: var(--ink); }
.audit-deal-meta { color: var(--muted); font-weight: 500; font-size: 0.8rem; }

.discount-avg {
  margin-top: 0.6rem;
  padding: 0.55rem 0.85rem;
  background: #ecfdf5;
  border: 1px solid #a7f3d0;
  border-radius: 6px;
  font-size: 0.92rem;
  text-align: right;
}

/* ----- Funnel-style table (rep monthly + team rolling-90) ----- */
.funnel-blue-table tbody tr.current-rep td {
  background: #fff7ed !important;
  border-left: 3px solid var(--warning);
  font-weight: 700;
}
.funnel-blue-table tbody tr.current-rep td.col-rep {
  background: #fff7ed !important;
}

.funnel-blue-table thead th {
  background: #1d4ed8 !important;
  color: white !important;
  border-bottom-color: #1e3a8a !important;
  font-weight: 800;
  font-size: 0.78rem;
  letter-spacing: 0.6px;
  white-space: nowrap;
  padding: 0.95rem 0.85rem;
}
.funnel-blue-table thead th.col-rep { background: #1d4ed8 !important; color: white !important; }
.funnel-blue-table tfoot td {
  background: #1d4ed8 !important;
  color: white !important;
  border-top: 2px solid #1e3a8a !important;
  font-weight: 800;
}
.funnel-blue-table tfoot td.col-rep {
  background: #1d4ed8 !important;
  color: white !important;
}

/* ----- Per-rep MQL→Revenue Conversion Funnel (legacy, kept for reference) ----- */
.rep-funnel-card {
  background: linear-gradient(135deg, #f0f9ff 0%, #ffffff 100%);
}
.rep-funnel-grid {
  display: grid;
  grid-template-columns: 1fr auto 1fr auto 1fr auto;
  gap: 0.85rem;
  align-items: stretch;
}
.rf-step {
  background: white;
  border-radius: 12px;
  padding: 1.1rem 1rem;
  text-align: center;
  border: 2px solid var(--brand);
  box-shadow: 0 4px 12px rgba(15,23,42,0.08);
}
.rf-step.rf-mql { border-color: #0ea5e9; background: linear-gradient(180deg,#f0f9ff,#fff); }
.rf-step.rf-opp { border-color: var(--accent); background: linear-gradient(180deg,#f5f3ff,#fff); }
.rf-step.rf-won { border-color: var(--success); background: linear-gradient(180deg,#ecfdf5,#fff); }
.rf-label {
  font-size: 0.72rem;
  text-transform: uppercase;
  letter-spacing: 0.7px;
  color: var(--muted);
  font-weight: 700;
  margin-bottom: 0.35rem;
}
.rf-value {
  font-size: 1.85rem;
  font-weight: 800;
  color: var(--ink);
  letter-spacing: -0.5px;
  line-height: 1;
}
.rf-arrow {
  display: flex;
  flex-direction: column;
  align-items: center;
  justify-content: center;
  gap: 0.25rem;
  min-width: 70px;
  color: var(--muted);
}
.rf-conv {
  font-size: 0.95rem;
  font-weight: 800;
  color: var(--brand);
  background: white;
  padding: 0.18rem 0.65rem;
  border-radius: 999px;
  border: 1px solid #c7d2fe;
}
.rf-arrow-line {
  font-size: 1.6rem;
  color: var(--muted);
  font-weight: 700;
}
.rf-overall {
  grid-column: 1 / -1;
  margin-top: 0.85rem;
  padding: 0.7rem 1rem;
  background: linear-gradient(135deg, var(--brand) 0%, var(--accent) 100%);
  color: white;
  border-radius: 10px;
  display: flex;
  justify-content: space-between;
  align-items: center;
  box-shadow: 0 4px 14px rgba(124,58,237,0.25);
}
.rf-overall-label {
  font-size: 0.78rem;
  text-transform: uppercase;
  letter-spacing: 0.8px;
  font-weight: 700;
}
.rf-overall-value {
  font-size: 1.45rem;
  font-weight: 800;
}
@media (max-width: 720px) {
  .rep-funnel-grid {
    grid-template-columns: 1fr;
  }
  .rf-arrow { min-width: auto; }
  .rf-arrow-line { transform: rotate(90deg); }
}

/* ----- Trailing 3-month trend bars ----- */
.trend-charts {
  display: grid;
  grid-template-columns: 1fr 1fr;
  gap: 1.5rem;
}
@media (max-width: 720px) {
  .trend-charts { grid-template-columns: 1fr; }
}
.trend-title {
  font-size: 0.85rem;
  font-weight: 700;
  color: var(--ink-2);
  margin-bottom: 0.6rem;
  text-transform: uppercase;
  letter-spacing: 0.6px;
}
.trend-bars { display: flex; flex-direction: column; gap: 0.55rem; }
.trend-row {
  display: grid;
  grid-template-columns: 80px 1fr 100px;
  gap: 0.7rem;
  align-items: center;
  font-size: 0.88rem;
}
.trend-row-label { color: var(--muted); font-weight: 600; }
.trend-row-bar {
  height: 18px;
  background: #f1f5f9;
  border-radius: 4px;
  overflow: hidden;
  position: relative;
}
.trend-row-fill {
  height: 100%;
  border-radius: 4px;
  transition: width 0.4s ease;
  min-width: 4px;
}
.trend-row-fill.fill-revenue { background: linear-gradient(90deg, var(--success), var(--success-2)); }
.trend-row-fill.fill-mql { background: linear-gradient(90deg, #3b82f6, #8b5cf6); }
.trend-goal-marker {
  position: absolute;
  top: -2px;
  bottom: -2px;
  width: 3px;
  background: var(--warning);
  border-radius: 1px;
  box-shadow: 0 0 0 1px rgba(0,0,0,0.06);
  z-index: 2;
}
.trend-row-value {
  text-align: right;
  font-weight: 700;
  color: var(--ink);
  font-variant-numeric: tabular-nums;
}
.trend-goal-meta {
  font-size: 0.7rem;
  font-weight: 600;
  color: var(--muted);
  margin-top: 0.1rem;
}
.trend-achv {
  display: inline-block;
  padding: 0 0.4rem;
  border-radius: 999px;
  font-weight: 800;
  background: #edf2f7;
  color: #2d3748;
}
.trend-achv.good { background: #d1fae5; color: #065f46; }
.trend-achv.mid  { background: #fef3c7; color: #92400e; }
.trend-achv.low  { background: #fee2e2; color: #991b1b; }

.country-pills {
  display: flex;
  flex-wrap: wrap;
  gap: 0.5rem;
}
.country-pill {
  display: inline-flex;
  align-items: center;
  gap: 0.5rem;
  padding: 0.4rem 0.7rem 0.4rem 0.85rem;
  background: white;
  border: 1px solid #c7d2fe;
  border-radius: 999px;
  font-size: 0.88rem;
  font-weight: 600;
  color: #1e3a8a;
  box-shadow: 0 1px 2px rgba(15,23,42,0.04);
}
.country-pill-name { color: var(--ink); }
.country-pill-count {
  background: var(--brand);
  color: white;
  border-radius: 999px;
  padding: 0.1rem 0.55rem;
  font-size: 0.78rem;
  font-weight: 700;
  min-width: 24px;
  text-align: center;
}

.info-banner {
  background: #eff6ff;
  border: 1px solid #bfdbfe;
  border-left: 4px solid #3b82f6;
  border-radius: 8px;
  padding: 0.75rem 1rem;
  font-size: 0.85rem;
  color: #1e3a8a;
  margin-bottom: 1rem;
  line-height: 1.5;
}
.info-banner code {
  background: #dbeafe;
  padding: 0.05rem 0.4rem;
  border-radius: 3px;
  font-size: 0.82rem;
}

.loading {
  text-align: center;
  padding: 4rem 2rem;
  color: #4a5568;
}
.spinner {
  width: 40px; height: 40px;
  border: 3px solid #e2e8f0;
  border-top-color: #1e40af;
  border-radius: 50%;
  margin: 0 auto 1rem;
  animation: spin 0.8s linear infinite;
}

.error {
  background: #fed7d7;
  color: #9b2c2c;
  border: 1px solid #fc8181;
  border-radius: 8px;
  padding: 1.25rem 1.5rem;
  margin-bottom: 1.5rem;
  font-weight: 500;
}

.kpi-grid {
  display: grid;
  grid-template-columns: repeat(auto-fit, minmax(240px, 1fr));
  gap: 1.4rem;
  margin-bottom: 2.5rem;
}

.kpi-card {
  background: white;
  border-radius: 10px;
  padding: 1.25rem 1.35rem 1.15rem;
  box-shadow: 0 1px 3px rgba(15,23,42,0.06);
  border: 1px solid var(--line);
  transition: transform 0.15s, box-shadow 0.15s;
  position: relative;
  overflow: hidden;
}
.kpi-card::before {
  content: '';
  position: absolute;
  inset: 0 0 auto 0;
  height: 3px;
  background: var(--brand);
}
.kpi-card:hover {
  transform: translateY(-1px);
  box-shadow: 0 4px 12px rgba(15,23,42,0.08);
}
.kpi-card.clickable { cursor: pointer; }
.kpi-card.clickable::after {
  content: '↗';
  position: absolute;
  top: 0.85rem;
  right: 0.95rem;
  color: var(--muted);
  font-size: 0.95rem;
  font-weight: 600;
}
.kpi-card.clickable:hover::after { color: var(--brand); }
.kpi-card.success::before { background: var(--success); }
.kpi-card.warning::before { background: var(--warning); }
.kpi-card.danger::before  { background: var(--danger); }
.kpi-card.info::before    { background: var(--info); }

.kpi-label {
  font-size: 0.74rem;
  text-transform: uppercase;
  letter-spacing: 0.7px;
  color: var(--muted);
  font-weight: 700;
  margin-bottom: 0.55rem;
}
.kpi-value {
  font-size: 1.9rem;
  font-weight: 800;
  color: var(--ink);
  margin-bottom: 0.3rem;
  letter-spacing: -0.6px;
  font-variant-numeric: tabular-nums;
  line-height: 1.1;
}
.kpi-sub {
  font-size: 0.82rem;
  color: var(--muted);
  font-weight: 500;
}

.section-header {
  display: flex;
  align-items: baseline;
  justify-content: space-between;
  margin-bottom: 0.9rem;
  border-bottom: 1px solid var(--line);
  padding-bottom: 0.5rem;
}
.section-header h2 {
  font-size: 1.3rem;
  color: var(--ink);
  font-weight: 700;
  letter-spacing: -0.3px;
}
.section-sub {
  font-size: 0.85rem;
  color: var(--muted);
  font-weight: 500;
}

.teams-grid {
  display: grid;
  grid-template-columns: repeat(auto-fit, minmax(360px, 1fr));
  gap: 1.5rem;
}

.team-card {
  background: white;
  border-radius: 10px;
  padding: 1.35rem;
  box-shadow: 0 1px 3px rgba(15,23,42,0.06);
  border: 1px solid var(--line);
  position: relative;
  overflow: hidden;
  transition: transform 0.15s, box-shadow 0.15s;
}
.team-card::before {
  content: '';
  position: absolute;
  inset: 0 auto 0 0;
  width: 4px;
  background: var(--brand);
}
.team-card.team-SMB::before { background: var(--info); }
.team-card.team-AM::before  { background: var(--accent); }
.team-card.team-ENT::before { background: var(--success); }

.team-header {
  display: flex;
  justify-content: space-between;
  align-items: center;
  margin-bottom: 1rem;
  padding-bottom: 0.7rem;
  border-bottom: 1px solid var(--line);
}
.team-name {
  font-size: 1.25rem;
  font-weight: 700;
  color: var(--ink);
  letter-spacing: -0.3px;
}

.team-attainment {
  font-size: 0.88rem;
  font-weight: 700;
  padding: 0.28rem 0.85rem;
  border-radius: 999px;
}
.team-attainment.good { background: #d1fae5; color: #065f46; }
.team-attainment.mid  { background: #fef3c7; color: #92400e; }
.team-attainment.low  { background: #fee2e2; color: #991b1b; }

.team-stats {
  display: grid;
  grid-template-columns: 1fr 1fr;
  gap: 0.5rem 1rem;
  margin-bottom: 0.9rem;
}
.team-stat-label {
  font-size: 0.72rem;
  text-transform: uppercase;
  letter-spacing: 0.6px;
  color: var(--muted);
  font-weight: 700;
}
.team-stat-value {
  font-size: 1.1rem;
  font-weight: 700;
  color: var(--ink);
  margin-top: 0.15rem;
  letter-spacing: -0.3px;
  font-variant-numeric: tabular-nums;
}

.progress-bar {
  width: 100%;
  height: 6px;
  background: #e2e8f0;
  border-radius: 99px;
  overflow: hidden;
  margin-top: 0.4rem;
}
.progress-fill {
  height: 100%;
  background: var(--success);
  transition: width 0.4s ease;
}
.progress-fill.mid { background: var(--warning); }
.progress-fill.low { background: var(--danger); }
.progress-meta {
  display: flex;
  justify-content: space-between;
  font-size: 0.75rem;
  color: var(--muted);
  margin-top: 0.4rem;
  font-weight: 500;
}

.modal {
  position: fixed;
  inset: 0;
  background: rgba(15, 23, 42, 0.65);
  display: flex;
  align-items: center;
  justify-content: center;
  z-index: 100;
  padding: 1.5rem;
  backdrop-filter: blur(2px);
}
/* Insights sub-modal opens *over* the drilldown modal */
#insights-modal {
  z-index: 200;
  background: rgba(15, 23, 42, 0.78);
}
.modal-content {
  background: white;
  border-radius: 12px;
  width: 100%;
  max-width: 1200px;
  max-height: 92vh;
  display: flex;
  flex-direction: column;
  box-shadow: 0 18px 40px rgba(0,0,0,0.25);
  overflow: hidden;
}
.modal-header {
  padding: 1.1rem 1.4rem;
  border-bottom: 1px solid var(--line);
  display: flex;
  justify-content: space-between;
  align-items: center;
  background: white;
}
.modal-header h2 {
  font-size: 1.15rem;
  color: var(--ink);
  font-weight: 700;
  letter-spacing: -0.2px;
}
.modal-sub {
  font-size: 0.85rem;
  color: var(--muted);
  margin-top: 0.25rem;
  font-weight: 500;
}

.btn-close {
  background: none;
  border: none;
  font-size: 1.85rem;
  cursor: pointer;
  color: #718096;
  line-height: 1;
  padding: 0 0.5rem;
}
.btn-close:hover { color: #1a202c; }

.modal-body {
  padding: 1.25rem 1.5rem;
  overflow: auto;
  display: flex;
  flex-direction: column;
  gap: 1rem;
}

.modal-controls {
  display: flex;
  gap: 0.75rem;
  flex-wrap: wrap;
}
.modal-controls input,
.modal-controls select {
  padding: 0.55rem 0.85rem;
  border: 1px solid #cbd5e0;
  border-radius: 6px;
  font-size: 0.9rem;
  background: white;
  color: #1a202c;
}
.modal-controls input { flex: 1; min-width: 200px; }
.modal-controls input:focus,
.modal-controls select:focus {
  outline: none;
  border-color: #1e40af;
  box-shadow: 0 0 0 3px rgba(30,64,175,0.15);
}

.table-wrap {
  overflow: auto;
  border: 1px solid var(--line);
  border-radius: 12px;
  background: white;
}
#drilldown-table th {
  position: sticky;
  top: 0;
  cursor: pointer;
  user-select: none;
}
#drilldown-table th:hover { filter: brightness(0.97); }
#drilldown-table th.sorted-asc::after  { content: ' ▲'; font-size: 0.7rem; color: var(--brand); }
#drilldown-table th.sorted-desc::after { content: ' ▼'; font-size: 0.7rem; color: var(--brand); }
#drilldown-table tbody tr.clickable-row td.col-deal,
#drilldown-table tbody tr:hover td .link-cell {
  text-decoration: none;
}