Bottom 3 ACQ

Date

June 24th, 2024

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Data

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

• RCF LAX: Official audit; Bottom 3 ACQ ||| Landing in the Bottom 3 ACQ report is not always a bad thing; especially if you're a brand new Member. This was a wonderful first CRM Audit. All leads were processed, no tasks were overdue, and there were no unread conversations. It's clear you are organized & settling in nicely. We're working hard to get more leads into your account asap.

• RCF Grenada: Official audit; Bottom 3 ACQ ||| Same with RCF LAX, landing on this report isn't all bad. There were 2 unread conversations in your inbox, but if there had only been 1, you would've passed this audit. Be sure to move all Opportunities to Estimate Delivered if your prospects ever receive a price/quote from you — you deserve ACQ points for this!

• RCF Riverside: Official audit; Bottom 3 ACQ ||| 11 unprocessed leads & 22 unread conversations is completely unacceptable according to The RCF standard. With such a large sales pipeline, the poor performance is becoming confusing. There are 85 Opportunities scattered across Call Attempts 1-5, 11 sitting in New Lead, 3 in Needs Follow Up, and 43 in Estimate Delivered. From the 43 you've already quoted, you should be able to find 4 wins. And across the rest of the 99 Opportunities, you should be able to win 2. These 6 hypothetical wins would vault you to 250+ ACQ. The RCF doesn't ask much of you, it just asks that you want to win.

Bottom 3 ACQ Report Summary

• Purpose: This video is sent to individuals who have landed in the bottom three ACQ scores of the week.

• Action Taken: A comprehensive audit of the CRM is performed to review the pipeline and provide actionable feedback.

Understanding Bottom 3 ACQ

• New Members: Landing in the bottom three is common for new members who often start with a negative ACQ score.

• Positive Perspective: Being in the bottom three can be beneficial as it offers quick feedback and a head start in improving the pipeline.

Audit Process

• Regions Audited: Today's audit covered RCFs LAX, Granada, and Riverside.

• Audit Purpose: The audit aims to identify areas for improvement and provide feedback to help increase ACQ scores.

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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