KPI Review

Catch a slow week on day two, not on day six. This SOP checks the team's daily activity and the funnel it's producing against Franke's targets, twice a day, so everyone knows before the week ends whether they're on pace for contracts or not. It watches every other stage in the pipeline without owning any single one of them, which is what makes it cross-cutting: calls, doors, appointments, and closes all roll up here.

Twice daily, every day the team is working leads. Also run a full review at the end of each week to check the per-rep weekly targets, and any time a close, a route, or a calling block feels off and someone wants to know if it's a one-day dip or a real trend.

• The KPI-tracker Google Sheet exists and every rep has edit access.
• Today's activity is happening or has happened: calls logged, doors walked, appointments set and run, dispositions recorded (see sop-kod-dialer-disposition and sop-kod-daily-route).
• Each rep knows their own daily and weekly numbers, not just the team total. Coaching happens at the individual level, not the aggregate.

• Every rep's row for today has both a plan number (AM) and an actual number (PM) filled in, nothing left blank overnight.
• Team-wide actuals are checked against the daily floor (50 calls, 15 conversations, 15 doors, 5 appointments, 1 contract) every day.
• Weekly roll-up shows each rep's pace against 5 appointments and 2 contracts for the week, checked at least by Wednesday.
• Sit-down close rate and days-to-auction on circle-the-drain leads are reviewed, not just raw activity counts.
• Any gap between plan and actual gets a named reason in the notes column, not left unexplained.

• Activity numbers are fine but contracts are lagging. Look at the funnel, not the volume. Check the sit-down close rate first, a healthy activity number with a weak close rate points at the close itself, see sop-kod-close-appointment.
• A rep is under the daily floor more than once this week. Don't wait for the weekly roll-up to say something. Flag it the same evening it happens and adjust the next day's plan number.
• The sheet has gaps from earlier in the week. Backfill what can be reconstructed from the dialer and route logs, but treat a gap as a signal on its own, a KPI that isn't logged same-day is a lot less useful.
• Circle-the-drain leads aren't showing up as a priority. Days-to-auction should be pulling those leads to the top of the must-hit list in sop-kod-daily-route. If they're not surfacing, that's a routing check, not a KPI-sheet problem.
• Team is hitting the floor but the team has grown and pace still feels behind. Scale the target up. The 50-calls baseline is a starting-team number, a larger team should be pushing toward 50-300 dials and 30-35 quality conversations a day.