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The problem (a small part of the departmental "coaching call") was simply when calculating ratios, was this a lead or not (in that month). I'm an old dog (27 years) in retail and I recall "up cards" and in order to not allow my sales staff to create their own fantasy ratios, my rule was "the German tourist asking for directions to the beach is an up" and "if you step on a cockroach, staple it to an up card and turn it in". I struggle with allowing anything to 'not count'. But, I can see the struggle in leaving it in for ratios. Then again, if it's every month then it plays itself out as they eventually close with proper follow and rapport (did I just answer my own question?). For 10 years I ran a store with some exotic franchises. After 5 years we looked back and saw that our average deal took 18 mos from meet (whether at a black tie, in the showroom or a DuPont Registry phone up from another state) to delivery. So for every "spot" we had a 3 year prospecting/ follow up time. I know they are all valuable. Just trying to answer their question to me regarding if the lead is a lead. I'm now thinking just plain, "yes". When they close (1 mo, 6 mos, 2 years) they will spin the data the other way because no lead went in that month (against that sale).