Bottom 3 ACQ

Date

May 27th, 2024

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Data

Analyzed by: Kyle Ackerman ||| [email protected]

• RCF Grand Rapids: Official audit; Bottom 3 ACQ ||| This CRM Audit fails due to the volume of Overdue Tasks and also the 2 Opportunities marked WON without a frequency tag. TTLs have very slightly improved since the previous update, but is still much too long at 1,107 minutes per. RCF Grand Rapids is no longer eligible for Member of the Week awards as they've dipped below 0 ACQ. Program Standing will remain Good pending August 11th's ACQ Evaluation.

• RCF Riverside: Official audit; Bottom 3 ACQ ||| Quite a clean CRM run by Daniel. However, performance has severely suffered over the last few weeks. After rocketing to 500+ ACQ, RCF Riverside looked to have the 1K Club within reach but has since fallen below 0 ACQ. This account is one of the most proficient in terms of getting estimates delivered to the prospects but ultimately the program-worst when it comes to converting those estimates into paying clients. RCF Riverside is no longer eligible for Member of the Week awards as they've dipped below 0 ACQ. Program Standing will remain Good pending July 28th's ACQ Evaluation.

• RCF Indianapolis: Official audit; Bottom 3 ACQ ||| Now 12 in Estimate Delivered & 2 in Service Scheduled (both +1 from just one week ago), this pipeline is beginning to grow. Michael clearly knows how to manage a sales pipeline & a CRM. We've increased lead volume in the last week and RCF Indianapolis is now just 1 Opportunity away from becoming an Official RCF Veteran. Now, it's time to get a few more wins across the finish line and achieve the positive ACQ score before getting the 1K Club in sight.

Definitions

ACQ

The ACQ is a composite score of an RCF Member’s ability to deliver estimates + win new clients. 

• See how the ACQ is calculated at RCF University.

TTL

The average number of minutes it takes for an RCF Member to reply to new, inbound sales leads.

CRM Audit

• An official audit of an RCF Member’s CRM (Nurturely+) to ensure good faith and proper use of the software. CRM Audits usually happen 4x throughout the year on a Member’s ACQ Evaluation Date. 

  • There are 3 additional audits conducted each week for the Members with the current lowest ACQ scores. 

    • NOTE: A Member’s account may be audited at any time. 

Overdue Tasks

• # of Overdue Tasks in a Member’s Nurturely+ account

Unprocessed Leads

• # of Opportunities in New Lead stage

Unread Conversations

• # of Unread Conversations in Inbox

No Lead Values

• # of Opportunities in Finder's Fees Pipeline without Lead Value $

No Frequency Tag

• # of Opportunities in Finder's Fees Pipeline without Frequency Tag

Pipeline Size

• # of OPEN, Engaged Opportunities

No Lead Left Behind

Our CRM Audits are pivotal in making sure every lead gets the attention it deserves, enhancing sales efficiency. The audit process is built around the concept that a well-managed sales pipeline is key to successful conversions.

Here's how we do it in Nurturely+:

1. Identify Engaged Opportunities: Count all OPEN opportunities that are in 'Needs Follow Up' stage or beyond in your Leads pipeline. These are your Engaged Opportunities.

2. Audit Criteria & Penalties:

   • Overdue Tasks: You're allowed overdue tasks up to 25% of your Total Engaged Opportunities. 

     1. Any excess incurs a penalty of -3 points per task.

   • Unread Conversations: Similarly, you can have Unread Conversations up to 25% of Engaged Opportunities. 

     1. Exceeding this limit results in -5 points per conversation.

   • Unprocessed Opportunities: Zero tolerance here; each Unprocessed Opportunity costs you -50 points on the CRM Audit.

   • No Lead Value in Finder's Fee Pipeline: Not having a lead value is a significant oversight, penalized at -25 points each.

   • No Frequency Tag in Finder's Fee Pipeline: The absence of a frequency tag is equally critical, with a -25 point penalty for each occurrence.
     

Remember, these audits are not just about maintaining numbers but ensuring that each and every Opportunity is nurtured & progressed for the best possible sales results. 

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