Call_sales Terms

Here you will find all the terms regarding Calls_sales.

A

Admin Cancel (D)

Demos that were canceled by an internal team member (e.g., due to an unqualified lead or a scheduling error).

Admin Cancel (SC)

Sales calls are canceled internally by a team member.

Affiliate

The name of the affiliate who collaborates with the business and referred the lead, resulting in a booked sales call with the team.

Age _Q3

This is the age question the lead answered in the scheduling form; it helps us identify the age range to which they belong.

B

Bad Fit (D)

Number of leads disqualified on the demo call due to misalignment with the ideal customer profile. Either money, issues, time, or commitment, not a fit for the problem we solve, among other reasons.

Bad Fit (SC)

Number of leads disqualified during the Sales Call due to misalignment with the ideal customer profile, whether because of financial limitations, lack of urgency, time constraints, low commitment, or simply not being a fit for the problem the offer addresses. This typically occurs in one-call-close sales processes where qualification and closing happen in the same interaction.

Booked Demos

The number of demo calls scheduled.

Booked Sales Calls

The total number of sales calls that were scheduled.

(%) Booked (D) to (SC)

The percentage of all booked demo calls — including cancellations, no-shows, bad fits, and follow-ups booked— that result in a booked Sales Call. This is the most holistic conversion metric from initial booking to sales pipeline progression.

Why is it important?

It reflects the true quality of your booking flow. A low number may indicate overbooking of unqualified leads, poor acquisition sources, or weak qualification frameworks. It helps you assess whether what’s being booked is actually moving the business forward.

How can you determine if this metric is healthy?

⚠️ This ratio depends heavily on the industry, the type of offer, and other factors. The best approach is to collect your own data and focus on improving based on your baseline metrics.

(%) Booked (D) to Live (D)

Percentage of demo calls that went from being booked to actually being held live.

Why is it important?

It helps you track conversion from booking to attendance, highlighting issues in qualification, nurturing, reminders, or scheduling.

How can you determine if this metric is healthy?

⚠️ This ratio depends heavily on the industry, the type of offer, and other factors. The best approach is to collect your data and focus on improving based on your baseline metrics.

(%) Booked (SC) /Close

The percentage of all Booked Sales Calls — including cancellations, no-shows, bad fits, and follow-ups — that resulted in a closed sale. This is the most complete conversion metric from a scheduled Sales Call to client acquisition.

Why is it important?

It reflects the real strength and quality of your booking process and your sales execution. A low rate can indicate overbooking of low-quality leads, poor pre-call qualification, or inconsistency in your closing performance.

How can you determine if this metric is healthy?

⚠️ Benchmarks may vary by industry or offer, but these are solid general standards.

Great (what excellent performance looks like): >20%

Normal (acceptable, but room for improvement): 10–20%

Bad 🚩: Below 10%

(%) Booked (SC) to Live (SC)

Percentage of Sales Calls that went from being booked to actually being held live.

Why is it important?

It helps you track how effectively booked Sales Calls are turning into honest conversations. A low rate may indicate problems with lead intent, confirmation processes, reminders, or calendar management.

How can you determine if this metric is healthy?

⚠️ This ratio depends heavily on the industry, offer type, and other factors. The best approach is to collect your data and focus on improving based on your baseline metrics.

C

Closer

The sales representative who takes sales calls and handles deal closings.

Closes

Number of successful closes made.

Cold Caller

Sales representative who made the initial contact via cold call and booked the sales call for the closer.

Commit _Q6

Lead’s response to the question about their level of commitment on a scale from 1 to 10.

Country

The person's country of residence.

Direct link to the lead's profile in the CRM.

(%) Calendar (D) /Close

Percentage of demo calls that remained on the calendar (excluding cancellations and reschedules) that ultimately led to a closed sale.

Why is it important?

It reflects how well-qualified and productive your held demos are, focusing only on those that actually happened.

How can you determine if this metric is healthy?

⚠️ This ratio depends heavily on the industry, offer type, and other factors. The best approach is to collect your own data and focus on improving based on your baseline metrics.

(%) Calendar (D) to (SC)

The percentage of scheduled demo calls that remained on the calendar (after excluding cancellations and reschedules) that successfully converted into a booked Sales Call.

Why is it important?

It shows how well your actual demo conversations are performing.

How can you determine if this metric is healthy?

⚠️ This ratio depends heavily on the industry, offer type, and other factors. The best approach is to collect your data and focus on improving based on your baseline metrics.

(%) Calendar (SC) /Close

The percentage of Scheduled Sales Calls that remained on the calendar (after excluding cancellations and reschedules) that successfully converted into a closed sale.

Why is it important?

It shows how well you are at converting the calls you have on your Calendar

How can you determine if this metric is healthy?

⚠️ Benchmarks may vary by industry or offer, but these are solid general standards.

Great (what excellent performance looks like): >35%

Normal (acceptable, but room for improvement): 25%–35%

Bad 🚩: <25%

(%) Cancel (D)

Total percentage of booked demos that ended up being canceled, whether by the admin or the lead.

Why is it important?

It provides an overall view of your funnel’s health and the reliability of your demo bookings.

How can you determine if this metric is healthy?

⚠️ Benchmarks may vary by industry or offer, but these are solid general standards.

Great (what excellent performance looks like): <10%

Normal (acceptable, but room for improvement): 10% - 20%

Bad 🚩: > 20%

(%) Cancel (SC)

Total percentage of booked sales calls that ended up canceled, whether by the admin or the lead.

Why is it important?

It offers a clear view of how many booked sales calls are being canceled. A high cancellation rate may signal poor lead qualification, low prospect commitment, ineffective demo execution, or other friction points in the process.

How can you determine if this metric is healthy?

⚠️ Benchmarks may vary by industry or offer, but these are solid general standards.

Great (what excellent performance looks like): <10%

Normal (acceptable, but room for improvement): 10% - 20%

Bad 🚩: >20%

🔁 If the scheduled call originated from a demo call, standards should be higher.

Here are the benchmarks to follow:

Great (what excellent performance looks like): <5%

Normal (acceptable, but room for improvement): 5% - 10%

Bad 🚩: >10%

(%) Commit

The percentage of live Sales Calls where you made an offer that resulted in a monetary commitment from the lead, either through a full payment or a deposit.

Why is it important?

This metric captures how effectively you create urgency, trust, and perceived value during the call, leading the lead to take tangible action.

How can you determine if this metric is healthy?

⚠️ Benchmarks may vary by industry or offer, but these are solid general standards.

Great (what excellent performance looks like): >60%

Normal (acceptable, but room for improvement): 50% - 60%

Bad 🚩: <50%

(%) Confirm (D)

The percentage of demo calls where the lead explicitly confirmed their attendance.

Why is it important?

A high confirmation rate reduces no-shows, increases attendance reliability, and helps you manage your sales calendar more effectively.

How can you determine if this metric is healthy?

⚠️ Benchmarks may vary by industry or offer, but these are solid general standards.

Great (what excellent performance looks like): >60%

Normal (acceptable, but room for improvement): 50% - 60%

Bad 🚩: <50%

(%) Confirm (SC)

The percentage of Sales Calls where the lead explicitly confirmed their attendance.

Why is it important?

A high confirmation rate reduces no-shows, increases attendance reliability, and helps you manage your sales calendar more effectively.

How can you determine if this metric is healthy?

⚠️ Benchmarks may vary by industry or offer, but these are solid general standards.

Great (what excellent performance looks like): >60%

Normal (acceptable, but room for improvement): 50% - 60%

Bad 🚩: <50%

🔁 If the scheduled call originated from a demo call, standards should be higher.

Here are the benchmarks to follow:

Great (what excellent performance looks like): >80%

Normal (acceptable, but room for improvement): 70% - 80%

Bad 🚩: <70%

D

Date

The specific day when a key action or event occurred.

Deposits

The total number of deposits made by leads or clients as a form of monetary commitment.

E

Email

The email of the person.

Event

Name of the Calendly Event.

F

FU Booked (D)

The number of demo calls where a follow-up (not a sales call) was scheduled. This typically happens when the lead is not financially qualified at the moment but shows strong commitment and interest in solving their problem. The follow-up is booked to reconnect once the lead is in a better position to move forward.

FU Booked (SC)

The number of Sales Calls where a follow-up call was scheduled. This typically occurs when the lead is not yet ready to make a purchase.

G

Good Demos

Demo Calls, excluding bad fits and those where a follow-up was scheduled because the lead wasn’t fully qualified to move forward to a Sales Call, for various reasons.

Good Sales Calls

Sales Calls, excluding those with unqualified leads (bad fits) and those where a follow-up was scheduled because the lead wasn’t ready to buy yet, due to various factors.

(%) Good (D) /Close

Percentage of good demo calls — excluding bad fits and follow-ups — that resulted in a closed sale.

Why is it important?

It measures how effectively you’re qualifying leads during the demo and capitalizing on high-intent opportunities from the very beginning of the funnel.

How can you determine if this metric is healthy?

⚠️ This ratio depends heavily on the industry, offer type, and other factors. The best approach is to collect your own data and focus on improving based on your baseline metrics.

(%) Good (D) to (SC)

The percentage of good demos (excluding bad fits and follow-up calls ) that result in a booked Sales Call. It measures how effectively you move qualified leads forward in the sales process.

Why is it important?

It shows how effectively you’re converting high-quality leads into committed next steps.

How can you determine if this metric is healthy?

⚠️ This ratio depends heavily on the industry, offer type, and other factors. The best approach is to collect your own data and focus on improving based on your baseline metrics.

(%) Good (SC) /Close

Percentage of “good” sales calls that result in a closed sale. If you don’t know the standard, read what a ‘good sales’ call is.

Why is it important?

It shows how well you're converting high-quality opportunities into paying customers and helps identify closing efficiency with ideal leads.

How can you determine if this metric is healthy?

⚠️ Benchmarks may vary by industry or offer, but these are solid general standards.

Great (what excellent performance looks like): >50%

Normal (acceptable, but room for improvement): 40% - 50%

Bad 🚩: <40%

I

ID

A unique identifier automatically generated to distinguish a specific record, entry, or event within the system.

A direct Instagram link that opens the lead's private message thread, providing instant access to their direct messages.

Invest_Q8

Lead’s response to the question about their current investment capacity.

L

Lead Cancel (D)

Demo Calls that were cancelled by the lead.

Lead Cancel (SC)

Sales Calls that were cancelled by the lead.

Live Demos

Demo Calls that were held live.

Live Sales Calls

Sales Calls that were actually held live.

(%) Live (D) /Close

Percentage of all live demo calls that resulted in a closed sale.

Why is it important?

It provides a comprehensive view of the intensity of your overall sales process, from the initial live conversation through all lead types and scenarios.

How can you determine if this metric is healthy?

⚠️ This ratio depends heavily on the industry, the type of offer, and other factors. The best approach is to collect your own data and focus on improving based on your baseline metrics.

(%) Live (D) to (SC)

The percentage of all live demo calls that result in a Sales Call being successfully booked.

Why is it important?

This metric provides a comprehensive view of how effectively your demo calls are converting into Sales Calls. It reflects both your qualification process and the skill of your team to move conversations forward, even with a mixed lead pool.

How can you determine if this metric is healthy?

⚠️ This ratio depends heavily on the industry, the type of offer, and other factors. The best approach is to collect your own data and focus on improving based on your baseline metrics.

(%) Live (SC) /Close

Percentage of all live sales calls that resulted in a closed sale.

Why is it important?

This provides a high-level view of your closing rate across all conversations, enabling you to measure rep performance.

How can you determine if this metric is healthy?

⚠️ Benchmarks may vary by industry or offer, but these are solid general standards.

Great (what excellent performance looks like): >30%

Normal (acceptable, but room for improvement): 20–29%

Bad 🚩: Below 20%

M

Money_Q5

Lead’s response to the question about their current monthly income.

N

Net Revenue

The total revenue received by the business after subtracting processing fees, transaction costs, and any other applicable deductions.

NOT_Filled

It's a validation that checks whether all fields have been correctly filled out.

Notes

The notes section provides additional context if needed.

NR / BSC

Net Revenue generated per booked sales call.

NR / LSC

Net Revenue generated per live sales call.

NR / QSC

Net Revenue generated per qualified sales call.

O

Objection

Shows the objection, if any, raised by the lead during the call.

Offered

This field specifies the type of offer presented during the interaction with the lead (Offer #1, Offer #2, Offer #3). The exact definitions for each offer type should be referenced in your client folder for consistency and accuracy.

Offers

Number of offers made to leads.

Optin_all

A list of all the sources through which the lead opted in.

Optin_date

The date when the lead opted in.

Optin_first

The first channel through which the lead opted in.

Optin_last

The last channel through which the lead opted in.

(%) Offer /Close

Percentage of leads who received an offer and ended up closing.

P

Payment Deal

The specific payment agreement you have with the client falls into three categories: Full Pay, Split Pay, and Deposit.

Pending (D)

Number of demo calls that have been booked but whose scheduled time hasn’t occurred yet or haven’t been canceled.

Pending (SC)

Number of Sales Calls that have been booked but whose scheduled time hasn’t occurred yet or haven’t been canceled.

Phone_wa

The lead's WhatsApp number, along with a direct link to start a conversation with them.

Pipe Value

The total monetary value of all the potential deals currently in your sales pipeline.

Why is it important?

It shows the revenue potential of your pipeline and helps with forecasting and prioritization.

(%) Pipe Closed

Percentage of leads in your sales pipeline that have been successfully closed.

Why is it important?

It helps you measure the effectiveness of your closing efforts. A high close rate indicates that your sales process is effective and that you’re successfully guiding leads to a decision.

Q

Qualified Demos

All Demo Calls, excluding cancellations and reschedules.

Qualified Sales Calls

All Sales Calls, excluding cancellations and reschedules.

R

Reason Q7

Lead’s response to the question about the reason for their commitment.

Recording

Direct URL to the recorded call.

Reminder

This field shows the status of the reminder sent to the lead regarding their scheduled call. It includes three categories:

  • Not Yet: No reminder has been sent yet. Sending timely reminders helps reduce no-shows and increases the likelihood of closing the sale.

  • Sent: A reminder was sent, but the lead either hasn't responded or indicated they won’t attend. In this case, the recommended action is to reschedule the call to avoid losing the opportunity.

  • Confirmed: The lead has confirmed their attendance. Great! You're now one step closer to converting that conversation into a revenue stream.

Resch (D)

Number of demo calls that were rescheduled.

Resch (SC)

Number of sales calls that were rescheduled

S

SC Offers

The number of Sales Calls (SC) offered in a demo call, regardless of whether the lead accepts or schedules.

Set_source

Who or what generated the appointment that led to the call (e.g., ad, affiliate, setter, cold caller, VSL).

Setter

The person who booked the call with the prospect. Typically, someone who schedules calls through messaging platforms like Instagram Direct Messages, Messenger, or Respond.

Show?_Q9

Lead’s response to the question about whether they will attend the call.

Situation_Q4

Filters by the lead’s response to the question regarding their current employment or work situation.

Status

This field indicates the current status of the call.

  • Scheduled - Pending: The call is scheduled but hasn’t taken place yet.

  • Moved to Another Rep: The call will be handled by a different closer. This may happen due to availability issues, reassignment, or operational reasons.

  • Cancel - by Lead: The lead canceled the call or confirmed they wouldn’t attend, and it was not possible to reschedule.

  • Cancel - by Admin: The call was manually canceled by you or the team, and it will not take place.

  • Rescheduled: The call has been moved to a new date and time.

  • No Show: The lead didn’t show up for the call without prior notice.

  • Follow-up Booked: A follow-up call was scheduled during the conversation. This usually happens when the lead needs more time, has questions, or isn’t ready to make a decision immediately.

  • LIVE Call - Bad Fit: The lead is not a match for any of your products or services, typically due to a lack of budget, time, or commitment. The lead was disqualified.

  • LIVE Call - Qualified: The call was valid, and a sales offer was presented to the lead.

(%) SC Offer (D) to (SC)

The percentage of Demo calls where a Sales Call was offered and successfully booked. In other words, it measures the number of leads who accepted the next step after receiving a Sales Call invitation during the demo.

Why is it important?

This metric reflects how persuasive and effective your transition is from demo to Sales Call. A high conversion rate indicates that your messaging is effectively building trust, interest, and urgency, moving prospects closer to a buying decision.

How can you determine if this metric is healthy?

⚠️ Benchmarks may vary by industry or funnel type, but here are solid general standards:

Great: >70%

Normal: 50–60%

Bad 🚩: < 50%

(%) Show Rate (D)

Percentage of booked qualified demo calls where the lead actually showed up to the call.

Why is it important?

The show rate has a direct impact on the number of sales conversations you can actually have. A low show rate means missed opportunities, wasted time, and fewer chances to close deals. Since the show rate is closely tied to your close rate and ultimately your net revenue, it’s a key metric to monitor. Poor performance here can be a clear signal that something is blocking results, whether it's lead quality, reminder systems, or offer clarity.

How can you determine if this metric is healthy?

⚠️ Benchmarks may vary by industry or offer, but these are solid general standards.

Great (what excellent performance looks like): >80%

Normal (acceptable, but room for improvement): 65% - 80%

Bad 🚩: <65%

(%) Show Rate (SC)

Percentage of qualified Sales Calls where the lead actually shows up for the call.

Why is it important?

Show rate directly affects your ability to close deals. A low show rate means fewer qualified conversations, lost opportunities, and reduced revenue potential. Since Sales Calls are the final step before closing, this metric is crucial to monitor and optimize. A poor rate can signal deeper issues in lead quality, confirmation processes, or offer alignment.

How can you determine if this metric is healthy?

⚠️ Benchmarks may vary by industry or offer, but these are solid general standards.

Great (what excellent performance looks like): >80%

Normal (acceptable, but room for improvement): 65% - 80%

Bad 🚩: <65%

🔁If the scheduled call originated from a demo call, standards should be higher.

Here are the benchmarks to follow:

Great (what excellent performance looks like): >85%

Normal (acceptable, but room for improvement): 70% - 85%

Bad 🚩: <70%

T

Triager

The person who filtered or qualified the lead during a demo call before passing it to the closer.

Type (Call_sales)

Indicates the type of Sales Call held: Sales, Demo, or Demo & Sales.

U

UTM_campaign

The name of the campaign that generated the lead. If the lead originated from an ad, this indicates which campaign it was associated with. It identifies the exact campaign.

UTM_content

The variant of content used (e.g., a specific ad, button, or version of the copy). Useful for A/B testing.

UTM_medium

Specific medium within the source that generated the lead (e.g., Instagram DMs, Instagram Ads, paid ads, YouTube video, YouTube ad).

UTM_source

The primary traffic source (e.g., organic, Instagram, Facebook, YouTube). It indicates the platform or network from which the lead originated.

UTM_term

We use it to identify the sales representative who interacted with the lead at any point in the process.

V

VSL?_Q10

Indicates whether the lead confirmed having watched the pre-call video before the scheduled call.

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