Bottom 3 ACQ

Date

September 23rd, 2024

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Data

Analyzed by: Kyle Ackerman & Chris Wilson ||| [email protected]

Feedback

RCF Indianapolis: Official audit; Bottom 3 ACQ ||| 

Notes

Conversations are light in reference to giving a client an estimate, and adding in tasks for more frequent follow up in estimate delivered is going to really help you along much further. Please reference the video for more details.

https://www.loom.com/share/eef3203a861b4b13b9c55356be1651ad

RCF Seattle: Official audit; Bottom 3 ACQ ||| 

Notes

Moving leads quickly from New Lead to Call 1 needs to be a high focus area. Your ACQ is suffering because of that. You have 4 follow up stages, but people are in there that do not need to be in there. Refer to the video for more comments on that. Solid job on following up with clients after an estimate has been delivered, but your lack of their response could be in part to a very light conversation to give them a price.

https://www.loom.com/share/eef3203a861b4b13b9c55356be1651ad

RCF Grand Rapids: Official audit; Bottom 3 ACQ ||| 

Notes

No changes from previous week. As discussed prior, make sure that you are adding in your values in the opportunities when an estimate gets delivered.

https://www.loom.com/share/eef3203a861b4b13b9c55356be1651ad

CRM Audit 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 Values; Estimate Delivered & Beyond: 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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