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 rather than the whole conversation getting one number. That way you see the specific place to fix rather than the level of the person.
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