Active Constraint: Close Rate Variance by Salesperson
Ed closes at 42%, Victor at 28%, James at 38%. Victor's close rate is 33% below Ed's — that's roughly $18,200/mo in leaked revenue if Victor's leads converted at Ed's rate. The constraint isn't lead volume; it's conversion efficiency. Victor needs coaching on objection handling or the leads he's getting aren't qualified.
Second constraint: No-show rate is 15.4% across all salespeople. Each no-show costs ~$650 in lost pipeline value. That's ~$8,450/mo walking away before the conversation starts.
Second constraint: No-show rate is 15.4% across all salespeople. Each no-show costs ~$650 in lost pipeline value. That's ~$8,450/mo walking away before the conversation starts.
Total Revenue (30d)
$127,400
Avg Close Rate
36.2%
No-Show Rate
15.4%
Revenue Per Lead
$487
🏆 Commission Leaderboard — March 2026
1
E
Ed
$52,980
2
J
James
$38,290
3
V
Victor
$36,130
📊 Head-to-Head Comparison
| Metric | Ed | Victor | James | Team Avg | Target |
|---|---|---|---|---|---|
| Strategy Sessions | 43 | 43 | 37 | 41 | 45 |
| Close Rate | 42% | 28% | 38% | 36.2% | 40% |
| No-Show Rate | 11% | 19% | 16% | 15.4% | <10% |
| Revenue/Lead | $564 | $348 | $486 | $487 | $550 |
| Avg Deal Size | $2,943 | $3,011 | $2,735 | $2,896 | $3,000 |
| Time to Close (days) | 2.1 | 4.8 | 3.2 | 3.4 | <3 |
| Follow-up Conversion | 22% | 9% | 18% | 16.3% | 20% |
| Kickoff CSAT Score | 4.6/5 | 4.2/5 | 4.5/5 | 4.4/5 | 4.5/5 |
👤 Individual Scorecards — Last 30 Days
E
Ed
🥇 Top Performer
Close Rate
42%
Target: 40%
No-Shows
11%
5 of 43
Revenue
$52.9K
Target: $50K
Rev/Lead
$564
+15% vs avg
Deals Closed
18
of 43 sessions
Avg Deal
$2,943
+1.6% vs avg
Kickoff CSAT
4.6 / 5.0
Based on 14 client surveys
V
Victor
⚠️ Needs Attention
Close Rate
28%
Target: 40%
No-Shows
19%
8 of 43
Revenue
$36.1K
Target: $50K
Rev/Lead
$348
-29% vs avg
Deals Closed
12
of 43 sessions
Avg Deal
$3,011
+4% vs avg
Kickoff CSAT
4.2 / 5.0
Based on 9 client surveys — lowest on team
J
James
📍 CEO / Part-time
Close Rate
38%
Target: 40%
No-Shows
16%
6 of 37
Revenue
$38.3K
Target: $40K
Rev/Lead
$486
-0.2% vs avg
Deals Closed
14
of 37 sessions
Avg Deal
$2,735
-5.6% vs avg
Kickoff CSAT
4.5 / 5.0
Based on 11 client surveys
Coaching Priorities — Who Needs Unblocking?
Victor (Priority 1): Close rate is 14 percentage points below Ed. His deal size is actually the highest ($3,011), meaning he's good at selling value but losing too many at the decision point. Focus areas: objection handling, urgency creation, follow-up cadence. His no-show rate (19%) suggests his pre-call engagement isn't working — check if he's sending confirmation messages.
James (Priority 2): You're taking fewer calls (37 vs 43) which makes sense as CEO, but your close rate at 38% is 2 points below Ed's. Your deal size is the lowest ($2,735) — you might be discounting more. Consider: should you be on sales calls at all, or would that time be better spent unblocking your team?
Ed (Watch): Performing well. Risk: what happens if Ed leaves? He's carrying 42% of revenue on 42% close rate. Key person dependency.
James (Priority 2): You're taking fewer calls (37 vs 43) which makes sense as CEO, but your close rate at 38% is 2 points below Ed's. Your deal size is the lowest ($2,735) — you might be discounting more. Consider: should you be on sales calls at all, or would that time be better spent unblocking your team?
Ed (Watch): Performing well. Risk: what happens if Ed leaves? He's carrying 42% of revenue on 42% close rate. Key person dependency.
🔄 Pipeline Health — Strategy Booked → Service Sold
Sales Pipeline — Last 30 Days
Strategy Booked
123
100%
→
Strategy Done
104
84.6% show rate
→
To Follow Up
28
26.9% of done
→
Follow-up Booked
16
57.1% booked
→
Service Sold
44
42.3% of done
📊 Pipeline by Salesperson
Ed's Pipeline
Booked
Done
No-Show
Sold
Victor's Pipeline
Booked
Done
No-Show
Sold
James's Pipeline
Booked
Done
No-Show
Sold
⏰ Stale Pipeline — Deals Aging > 7 Days
| Lead Name | Salesperson | Stage | Days in Stage | Deal Value | Last Activity | Risk |
|---|---|---|---|---|---|---|
| Mark Thompson | Victor | To Follow Up | 14 | $2,950 | 15 Mar | High |
| Sarah Chen | Victor | To Follow Up | 11 | $3,200 | 18 Mar | High |
| Dave Williams | James | Follow-up Booked | 9 | $2,800 | 20 Mar | Medium |
| Lisa Patel | Ed | To Follow Up | 8 | $3,100 | 21 Mar | Medium |
💰 $12,050 in pipeline value at risk from stale follow-ups. Victor has 2 of 4 stale deals.
🎤 Kickoff Quality Metrics
Kickoffs are the handoff from Sales to CS. Quality here predicts retention. Measured via transcript sentiment analysis + post-kickoff client surveys.
Avg CSAT Score
4.4
Positive Sentiment
72%
Avg Kickoff Duration
38m
Checklist Completion
74%
🧠 Transcript Sentiment by Salesperson
Ed — Sentiment
Positive: 78%
Neutral: 16%
Negative: 6%
CSAT: 4.6/5
Strengths: Sets clear expectations, builds rapport quickly, covers all checklist items
★ Highest client engagement scores
Strengths: Sets clear expectations, builds rapport quickly, covers all checklist items
★ Highest client engagement scores
Victor — Sentiment
Positive: 61%
Neutral: 24%
Negative: 15%
CSAT: 4.2/5
Issues: Rushes CRO explanation, skips Kommodo intro 40% of the time, clients report confusion on next steps
⚠ 3 clients flagged "unclear process" in surveys
Issues: Rushes CRO explanation, skips Kommodo intro 40% of the time, clients report confusion on next steps
⚠ 3 clients flagged "unclear process" in surveys
James — Sentiment
Positive: 75%
Neutral: 18%
Negative: 7%
CSAT: 4.5/5
Strengths: Deep product knowledge, personal touch. Weakness: tends to go over time (avg 48m vs 38m target)
⏰ 4 kickoffs exceeded 60 minutes
Strengths: Deep product knowledge, personal touch. Weakness: tends to go over time (avg 48m vs 38m target)
⏰ 4 kickoffs exceeded 60 minutes
✅ Kickoff Checklist Compliance
| Checklist Item | Ed | Victor | James | Overall |
|---|---|---|---|---|
| Survey form completed | 100% | 100% | 100% | 100% |
| CRO confirmed via EVA | 94% | 67% | 91% | 84% |
| Folder access granted | 100% | 78% | 100% | 93% |
| Community join confirmed | 89% | 56% | 82% | 76% |
| CFM under Events | 89% | 44% | 73% | 69% |
| TPS booked (1 week) | 94% | 78% | 91% | 88% |
| Kommodo intro done | 83% | 44% | 73% | 67% |
| First video recorded | 72% | 33% | 55% | 53% |
🚨 Victor's checklist compliance is 25 points below Ed's. Kommodo intro and first video recording are the most commonly skipped steps — these directly impact client engagement in Week 1.
📅 Calendar Utilization — March 2026
Total Bookings
123
Completed
104
No-Shows
19
Reschedules
14
📅 Booking Heatmap — Week of March 24
Shows booking density + outcomes by time slot
| Time | Mon | Tue | Wed | Thu | Fri |
|---|---|---|---|---|---|
| 9:00 AM | ✓ Ed | ✓ Victor | ✗ Victor | ✓ James | — |
| 10:00 AM | ✓ Victor | ✓ Ed | ✓ Ed | ↻ Ed | ✓ James |
| 11:00 AM | ✓ James | ✗ James | ✓ Victor | ✓ Victor | ✓ Ed |
| 1:00 PM | ✓ Ed | ✗ Victor | ✓ James | — | ✓ Victor |
| 2:00 PM | — | ✓ James | ↻ Victor | ✓ Ed | ✗ Ed |
| 3:00 PM | ✓ Victor | — | ✓ Ed | ✓ James | — |
✓ Completed
✗ No-show
↻ Rescheduled
— Open slot
🚫 No-Show Patterns
No-Shows by Day of Week
⚡ Tuesday has 2x the no-show rate of Monday. Consider: Tuesday confirmation SMS at 8am?
No-Shows by Time Slot
⚡ 9AM + 1PM are highest no-show slots. Early morning and post-lunch — classic drop-off zones for tradies.