You Can't Manage What You Can't Measure

• Tells you how effective or ineffective your advertising is
• Shows the store and each individual's conversion rate (close ratio)
• Actual close ratio - Sales were made divided by the number of 'actual' people. Example: 10 sales divided by 20 people = 50% actual close ratio
• Overall close ratio - Sales divided by the total number of 'overall' presentations. The same 20 people but each person came in twice produces 10 sales divided by 40 presentations = 25% overall close ratio
• Shows "leakage" or "sales lost" - How many diamond/bridal presentations are made to people who do not buy and do not return and presumably buy elsewhere
• Shows if a salesperson is weak at closing
• Shows if a salesperson is weak at discovery
• Shows if a salesperson is a cherry picker
• Shows which salesperson is waiting on the most customers and who is waiting on the least