How it works
Not every appointment turns into a presentation. Nobody’s home, one decision-maker is missing, the house is outside your area, or the project isn’t something you do. Demo rate shows how many issued leads turned into a real chance to sell.
A low demo rate can point to the rep, who isn’t building enough trust at the door, or to your lead quality and confirmation calls. Look at it next to close rate per demo before you blame either.
Why it matters when you hire
Ask candidates for demo rate and close rate per demo, and how their last company defined a demo. A rep quoting a strong close rate per demo may have run a low demo rate to get it.
Siro’s recordings show a median in-home appointment of 75 minutes. If a candidate’s appointments routinely run far shorter, ask what gets cut.