|Posted by Taylor Reporting Solutions, LLC on January 7, 2015 at 1:00 PM|
I got a great question this morning from a client. Her sales team wants to add resident-related activities to REPS but she wasn't sure how to do this without affecting sales-focused conversion rates. Here's my advice:
From my perspective, it is appropriate for the team to add calls and meetings with residents. I feel this way for a few reasons.
Now, those things said, if you’re going to put it in REPS, you need to be able to differentiate between resident activity and lead activity. They are a totally different ballgame, in terms of conversion rates; a resident call doesn't, in any direct way, contribute to moving a sale forward and doesn't really tell me much about how effective my team is when it comes to closing a sale. In the codes we typically put in place, we would have:
Same thing with appointments:
That way, there’s a place to store the information but it doesn’t get mixed up with the lead-related numbers, which we really care the most about.
Hope this helps!