01
Lead volume
Track qualified inquiries by source, trade, location, and requested service.
01 // PROCESS OVERVIEW
Service Business Sales Scorecard
Track the small set of sales measures that explain lead quality, booking, estimate approval, average ticket, and recurring revenue.
02
Booking conversion
Measure how many qualified inquiries become scheduled work.
03
Estimate approval
Track estimates sent, approved, revised, lost, and still open.
04
Revenue quality
Review average ticket, gross margin, recurring work, and customer acquisition cost.
Make the process visible
- 01Assign ownership for every open customer or sales action.
- 02Record dates, customer questions, commitments, revisions, and next steps.
- 03Review exceptions, delays, lost work, and customer feedback for process improvements.
- 04Use accurate customer and job records instead of relying on memory or disconnected messages.
Put the guide into practice
Practical questions
Who should use this guide?
Owners, office teams, dispatchers, estimators, service managers, and field leaders can adapt the process to their roles.
Should every customer receive the same message?
Use a consistent process, but adjust the explanation to the customer, property, service, urgency, and documented facts.
How should the process be measured?
Track completion, outcomes, response times, conversion, revenue quality, and customer feedback without rewarding misleading or high-pressure behavior.