What a heat pump sale costs to win
Longer decisions, grant questions, a home visit before any price. Leads take weeks to turn into sales, so a supplier judged on last month's sales looks worse than it is.
What heat pumps businesses track
- Leads by source and cost, and how many pass the first eligibility call.
- Home visits booked, sat or blown out, and which rep sat them.
- Sales agreed weeks after the visit, counted on the day they sold, so the visit's month isn't flattered or hurt.
- Cost per sale over leads old enough to have sold: Vanzio waits 6 weeks before it judges a supplier, and steps past months still converting.
What Vanzio joins to it
- The diary, if appointments live outside the CRM: appointment, rep, outcome, who booked it, when it was booked and confirmed. Each diary row is matched to its lead by lead number, or else by phone, email, or postcode and surname, which are used for the match and never kept.
- First-call times from the dialler, for speed to first call and calling hours.
- Hours from the rota, for hours per pitch, the call centre board and the pay sheet.
- What each lead cost, from the export or as a cost per lead for each supplier.
Names, phone numbers, emails and street addresses never go into the reporting workbook. Postcodes are cut short and figures are shown by postcode area (G, ML, EH).
The cost-per-sale question, in your words
Over leads old enough to have decided, what did each lead source cost per installed heat pump sale?
Cost per sale is lead spend ÷ the sales those leads made. With the diary and the rota it also gives conversion by rep, the blowout rate and hours per pitch. How it's worked out.
The demo is solar and windows; there's no heat pump division in it. The figures work the same way, and a heat pump business would be a division of its own, compared with its own sources. How a supplier is judged.
How the figures get in. On Core you import your CRM's export yourself. On Connected, linking the diary, dialler and CRM is part of the build. No live CRM link is built today. Which CRMs.
Try it on four numbers, or see the whole thing.
The 4-number check works out what a sale costs from each lead supplier from your spend, leads, pitches and sales, on your screen only. The demo is Demo Solar Ltd, a made-up installer with solar and windows divisions, and shows every figure the dashboard has.
Every figure is defined on How every number is worked out.