By Freedom Marketing Group · Published
Track these weekly and by lead source. Over time they'll show exactly where your sales process is leaking.
The ten metrics
| Metric | Formula |
|---|---|
| Contact rate | Contacts ÷ leads |
| Qualified conversation rate | Qualified conversations ÷ contacts |
| Appointment rate | Appointments ÷ qualified conversations |
| Show rate | Appointments kept ÷ appointments set |
| Quote rate | Quotes ÷ qualified conversations |
| Close rate | Sales ÷ qualified conversations |
| Cost per lead | Lead spend ÷ leads |
| Cost per acquisition | Lead spend ÷ sales |
| Persistency | Policies still active ÷ policies sold (at a set point in time) |
| Revenue per lead | Revenue ÷ leads |
Go deeper
See insurance lead conversion metrics for more on each metric, and model them in the calculator.
Related resources
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