The latest edition of our Sales Performance Report focuses on sales activities and metrics recorded by Sherpa users in September 2020. These figures demonstrate how lead volume and selling behaviors have improved from the low points of March through May. Yet there’s still a wide gap between the 2019, pre-Covid sales numbers.
Some key takeaways from the report
New leads
New lead volume for September was 26% lower than in January 2020 but remained consistent with monthly averages from July to August. On average there were 23 sales qualified leads (SQLs) per leasable unit.
Time in the Selling Zone (TSZ)
TSZ per prospect was up slightly in September with the greatest portion allocated to voice-to-voice and written communication.
Outreach:
Outreach to non-paid professional referrals ticked up in September both for time spent per contact and the number of contacts worked.
Virtual tours
Virtual tour volume declined in September compared to the previous two months.
Outcomes
There were improvements including net move-ins, which climbed back into positive territory in September.
