How it works
Sales Process Performance combines customer activity and appointment data to give you visibility into how your team is working their leads
Topline performance is broken down into 4 key metrics:
Contact Rate (opportunities with established contact / total opportunities)
Appointment Set Rate (appointments set / opportunities with established contact)
Appointment Show Rate (appointment shows / appointments set)
Show-to-Sale Rate (sales from appointment / appointment shows)
Additionally, there is a "Trade Intent" filter that can ensure you're only looking at Sales leads.
The report also includes a Sales Team Performance table that breaks down metrics by either Salesperson or BDC agent:
Data included in this view is based on assignee type, so if a customer is assigned to Drew B. as a "Salesperson" and Judi W. as a "BDC Agent", they would count towards Drew's number if "Salesperson" is selected and Judi's number if "BDC" is selected.
You can toggle between Assignee Types in the switcher above the table:
How do you know if someone is a Salesperson vs a BDC agent?
We look at their assigned role on the opportunity. Full logic is available here!