How it works
It’s one of the most useful numbers for comparing in-home reps, because it rolls three things into one: how often they close, how big the jobs are, and how many of those jobs stick. A rep with a high close rate and small tickets can land in the same place as a rep with a lower close rate and bigger jobs. Net sales per lead shows which one makes you more per appointment.
Most companies calculate it per issued lead. Write down which base you use and stick with it.
Why it matters when you hire
It’s a strong screening question because it’s hard to fake. Ask for close rate, average ticket and cancel rate, do the math yourself, and see if it matches what they claim.
It also tells you what a rep is worth per appointment. Siro’s data shows the stakes: closing a bottom windows-and-doors rep’s gap to the median is worth about $761 per appointment.