Four conditions for a fair comparison
- The same traffic: warm and cold enquiries split evenly.
- The same product and deal size.
- A period of a month or more: a week is too noisy.
- Attendance taken into account: holidays and sick leave excluded from the calculation.
The conversation scoring sheet
- established the job before talking about the product
- asked questions about need
- quoted the price without dodging
- held the structure
- asked what sat behind the objection
- agreed a next step with a date
- sent bank details or a summary straight after agreement
- recorded everything in the system the same day
Each item gets scored separately. That way you see the specific place to fix.
Engagement deserves a separate look: when a rep is genuinely in the conversations. It turns «who works how much» from a matter of trust into a chart, and it settles most of the arguments.
When the gap is more than double
- Take ten conversations from the strong rep and ten from the weak one.
- Mark them up by stage.
- Find the stage where they diverge.
- Check whether it is a skill or a condition: different traffic, different hours, different products.
When it is time to part
- not at standard after three months with full onboarding
- persistently ignores the rules after two conversations about it
- the numbers hold only under daily supervision