In Episode 5 of The Contractors' Edge, Mike Stiers and Anthony Brown delve into specific sales KPI's that can make or break your home service business. If you're generating leads but struggling to convert them into consistent, high-ticket sales, this episode gives you the benchmarks, tools, and tactics to level up your entire sales process, from that first touch to final invoice. Learn how to track the metrics that matter, where revenue is most often lost, and how to improve close rates without spending more. Whether you're an owner, manager, or rep, this one is packed with strategies you can implement immediately. Key Takeaways: Bid rate (Target: 90%): Don't waste windshield time, quote every qualified opportunity. Close rate (Target: 30%): One-call close techniques, scripting, and urgency matter. Financing options: Why contractors must lean into financing to close bigger jobs. Gross margin protection: Discounts should never eat into your bottom line. Ride-along tech (Rilla, Ciro, SalesAsk): AI-driven sales coaching for faster improvement and higher conversion rates. Follow-up & Rehash: A structured 90-day system that recovers unsold proposals and adds tens of thousands in revenue. Good-Better-Best estimates: Why offering tiered options increases closing ratios. Math-in-Motion Breakdown: 100 leads → $230K revenue explained step-by-step. Pro Tip: A 2% increase in your close rate and average ticket can add $14,800/month in revenue without a single extra lead. Timestamps: 01:00 – Recap of Marketing & Call Center KPIs (Episodes 3 & 4) 05:10 – Edge of the Week: Ride-along tools for sales visibility 09:00 – AI-enhanced coaching: Rilla, Ciro, SalesAsk breakdown 16:00 – Main Dish: The KPIs your sales team must track 16:11 – Bid Rate: Targeting 90% quotes per appointment 20:59 – Close Rate: Why 30% is the gold standard 25:45 – KPIs working together: Sales rep gaming & red/yellow/green system 28:00 – Financing: The power of affordability in closing 34:50 – Cancellation Rate: Keeping it under 5% 39:35 – Gross Margin: Protecting profit, controlling discounts 41:50 – Sales Rep Best Practices: Appearance, courtesy, & trust 58:10 – Inspection Tools & Visuals: Using new tech like TrueCast.io 67:31 – Asking for the Close: Objection-handling & urgency bonuses 69:58 – Follow-Up Cadence: Text, email, postcard, CTV & more 74:43 – Long Sales Cycles: High ticket = high touch 77:05 – Math in Motion: Breaking down 100 leads into ROI 81:40 – The Power of 2%: Small wins = big gains 86:15 – Full rehash program breakdown: Cadence, ROI, and KPI goals 👥 Connect with your hosts: President, Mike Stiers: LinkedIn Senior Business Growth Strategist, Anthony Brown: LinkedIn   Sponsored by: Greenbaum Stiers Strategic Marketing Group Partnership-based marketing for Contractors that want to dominate thier niche. Always results-driven and strategy-focused.  Subscribe, follow, and rate the show so we can continue to bring you actionable tips, tools, and tactics for growing your home service business.  

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