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What are CATS?
What are CATS?
CATS is an acronym thats stands for Calls, Appointments, Tours and Sales. We use these 4 facets of Selling to identify where we are strong and where our weaknesses may lie.
Working backwards from Sales, we can use industry standard ratios to determine our workload and KPIS's.
Below are the ratios that we use to calculate how many of each sales metric we are required to achieve in order to hit a target.
Monthly Sales Target / 0.75 = Tours
Tours / 0.6 = Appointments
Appointments / 0.3 = Calls Completed
Calls Completed / 0.3 = Calls Attempted
Sales Target / 0.3 = Prospects Required
Let's see how that works in action
Take an average monthly target of 60 sales.
Divide by 0.3 to get the Prospect target of 200.
Divide Sales by 0.75 to get 80 tours.
Divide 80 tours by the show ratio of 0.6 to get 133 appointments set.
Divide the appointments by the call success ratio of 0.3 to get 443 contacts made.
Divide the contacts made by the call answered ratio of 0.3 to see you need to dial 1443 numbers in a month to reach target.
Keep in mind, this is not factoring in the 20-30 walk in enquiries each clubs receives per month. Convert on each of those and follow the ratios above and you will have no problem hitting target and building a fantastic community
How do I find the statistics I need to work out my KPI's?
How do I find the statistics I need to work out my KPI's?
To the right is an image of the metrics you will require to work out your CATS and prospects needed, as well as check your current progress towards your KPI's and monthly targets.
From here you can view a series of ratios based on your club's performance and compare them to industry averages to see where your team is strong and where you may need more training.
Prospects converted in period % - should sit at a minimum of 30% at the end of the month.
Call Success Ratio - should consistently sit at or above 33.3%
Appointments Set %- should consistently sit at or above 30%
Sales Appointment Attendance %- should consistently sit at or above 40%
Show Round Close %- should sit at or above 80% at all times. This will be skewed by walk-ins hence the inflated reading to the left.
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