Customers worth a call
Three screens that point at customers worth a call, before the money shows it.
How do I find customers who stopped buying or are worth a call?
- New and lost shows who started buying and who stopped. Narrow it to one line to see who stopped buying it.
- Worth a call? Log it in Visits and calls with a follow-up. Not worth chasing? Put it aside with a reason.
- Rate check shows where the rate you earned differs from the contract, biggest first, and where each rate came from.
- Calls and results puts visits next to deals won, and lists customers buying but not visited in 90 days. Make any of them someone's to-do.
Where to find it
- Analytics › New and lost — try it in the demo (opens in a new tab)
- Analytics › Rate check — try it in the demo (opens in a new tab)
- Analytics › Calls and results — try it in the demo (opens in a new tab)
Read the video transcript
These three screens point at customers worth a call, before the money shows it. New and lost answers: who started buying, and who stopped? Gone means they bought in the year before and nothing since. That is the call to make.
Narrow it to one line — Eastline Welding — to see who stopped buying it. The counts change: for this one line, two customers are gone and one buys half what it did. Rock Island Abrasives used to buy Eastline. Their rep has left, so nobody is calling them.
If a lost customer is fine, 'Not worth chasing' puts it aside with a reason. This one is worth a call. Log it in Visits and calls, with a follow-up. Set a date to come back to it, and what to do then.
It turns up in the to-do list. Rate check answers: where did we earn a different rate than the contract says? Effective rate is commission divided by sales — what you really earned on each line. Below, every invoice line that did not use the default rate, biggest first.
An exception isn't a mistake, but somebody should know it's there. See where the rates came from. It shows how many lines took each of the six ways a rate is found. Calls and results answers: are visits turning into sales?
Visits, calls and emails per rep, next to deals won and their own share of sales. Below: customers who are buying but nobody has visited in 90 days. Ann Arbor Tool has no rep at all. Make that someone's to-do.
Save, and the to-do lands on Ann's list. Spot the signal, check the customer, and put the next step on someone's list.