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“What gets measured gets improved.”

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Metric Tracking

There are 3 main metrics we track:

• Show rate %
• Offer Rate %
• Close Rate %

These percentages are output based metrics % (OUTPUTS), but the percentages are calculated based on raw data # (INPUTS) through the sales process, such as:

• Number of calls booked
• Number of calls showed
• Number of offers made
• Number of deals closed

How are they calculated:

• Show Rate %:

  Show Rate % = (Number of Calls Showed / Number of Calls Booked) * 100
  

  This measures how many leads actually show up for a scheduled call after booking it.

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• Offer Rate %:

  Offer Rate % = (Number of Offers Made / Number of Calls Showed) * 100
  

  This measures how many offers are made to leads on the sales call.

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• Close Rate %:

  Close Rate % = (Number of Deals Closed / Number of Offers Made) * 100
  

  The close rate measures how many offers convert into actual deals.

(Close rate can also be measured based of of total calls booked or total calls showed, but for accurate trouble shooting, I suggest you measure based on offers made)