You cannot manage a sales floor on gut feel. These eight numbers, reviewed weekly, cover most of what matters.
The eight numbers
- 1Leads bought by source and age
- 2Speed to first call, average and worst case
- 3Contact rate
- 4Statements received
- 5Submissions
- 6Funded deals
- 7Average commission
- 8Cost per funded deal
Read them in order
Each number feeds the next. A drop at contact rate points to speed or lead age. A drop at statements points to the first call. A drop at funded points to the buy box or funder fit.
Look by rep
The same lead source can look great for one rep and poor for another. Coach before you switch sources.
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