Bottom 3 ACQ

Date

July 1st, 2024

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Data

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

• RCF LAX: Official audit; Bottom 3 ACQ ||| Progress is definitely being made here and the pipeline is beginning to grow. The beginning is always the slowest. Your CRM has been kept quite tidy with the one exception of an Opportunity being marked WON without a frequency tag. I was able to go in and verify that it was a 1x clean, but to avoid this in the future, please be sure to apply the tag before marking the deal WON to ensure proper reporting. 🙂

• RCF Seattle: Official audit; Bottom 3 ACQ ||| Landing in the Bottom 3 is not all bad. In Seattle’s case, it was quite expected simply because we launched less than 1 week ago. We were able to start out hot with quite a few replies to the initial database reactivation campaign. This pipeline has a good chunk of sales opportunities in it and we’re very excited to see what Edwin & team are going to be able to convert into new recurring clients. This CRM audit failed due to a # of reasons, most notably the 13 Unprocessed Leads & the 28 Unread Conversations. Since we’re just less than 1 week in, it’s expected it’ll take a few days to get settled into the account. Be sure to process these leads and clear out any replies in the inbox that you’ve already taken care of.

• RCF Grenada: Official audit; Bottom 3 ACQ ||| Very important to note again that the beginning is always the slowest. And, in the Grenada, MS market area, the population is far less than a major U.S. metropolitan area. Less population = fewer opportunities but we are confident The RCF will be able to pull more and more sales opportunities out of here. This CRM Audit was incredibly close to passing except for the 1 Unprocessed Opportunity. Beyond that, your CRM management is flawless. We will continue to push more leads into your account these next few weeks. 🙂

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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