The ability to accurately forecast closings while understanding how strong the pipeline is and where future deals are coming from.
Who: Owner/Sales Team Manager
When: Each week, preferably 2-3x
Typical process is to do a lead by lead check Monday, Wednesday, Friday. Often looking for tasks while briefly looking at communication with clients. All leads must have tasks assigned to them for the next follow up.
The process is not quite black and white as there is a lot of feel to it. Understanding how often a seller should be communicated with or if the seller may have said something to a salesperson to indicate they may be more motivated/open to selling that the salesperson did not pick up on.
Tasks play a vital role in the audit process. Tasks show a plan with leads. If there is a scheduled task, the lead is often left alone as the sales person is typically on top of it. If the task is scheduled far into the future, typically over two weeks, you will want to check the previous communication to understand why.
If there is no task scheduled or a past due task you should read the notes and ask the sales person for clarity if there is no immediate next step. Request the sales person to set a task for the future or to act on a task that has been missed/over due.
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