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)
The report also includes two ways to breakdown metrics by salesperson:
Appointment Creator Performance
This view is most helpful for stores where the person setting the appointment is not the primary assignee in the CRM (i.e. if your store has a BDC or Internet team).
Primary Salesperson Performance
This view is best at evaluating your closers, as well as teams that leverage a "single point of contact" model.