Team Builder with LuAnn Nigara – 2025-09-25

Meeting Notes:

Key takeaways

  • Sales goals should be set at annual, quarterly, monthly, and daily levels for both companies and individual salespeople
  • Key Performance Indicators (KPIs) to track include closing ratio (aim for 6-7 out of 10), average ticket size, and follow-up conversion rate
  • 65% of unsold leads will buy window treatments within a year, making follow-up essential
  • Daily sales goals are the most critical but least commonly tracked metric
  • The CEO Conference in Indianapolis in November will focus on business analysis and planning for 2026

Discussed topics

Sales Goals and KPIs (Team Builder Meeting)

  • Details
    • LuAnn: Explained the importance of setting annual sales goals based on previous years’ data
    • LuAnn: Recommended taking the average of the last 3 years of sales and adding 10-20%
    • LuAnn: Emphasized breaking down annual goals into quarterly and monthly targets
    • LuAnn: Stressed the importance of daily sales goals as the key differentiator for success
    • LuAnn: Discussed three critical KPIs: closing ratio (6-7 out of 10 is ideal), average ticket size, and follow-up conversion rate
    • Vincent: Added that following up with leads is essential as they’ve already shown interest
  • Conclusion
    • Salespeople should know their daily sales goals and track their KPIs consistently
    • A 9 out of 10 closing ratio suggests prices are too low
    • Follow-up is critical as 65% of unsold leads will buy within a year

Follow-up Strategies

  • Details
    • LuAnn: Emphasized the importance of following up with unsold quotes until customers “buy, die, or call the police”
    • LuAnn: Recommended organizing leads into “hot,” “warm,” and “cold” categories with different follow-up frequencies
    • Vincent: Suggested saying “I don’t mean to be a pest, but I’m a good follow-up person” when contacting leads
    • Curtis (via chat): Asked about team members who resist following up because they don’t want to seem pushy
    • LuAnn: Responded that there’s a difference between being pushy and being respectful while following up
  • Conclusion
    • Follow-up should be persistent but respectful
    • The frequency of follow-up should be adjusted based on the specific situation and customer
    • Salespeople should not use “I don’t want to be pushy” as an excuse to avoid follow-up

Challenges

  • Some salespeople resist following up with leads because they don’t want to appear pushy
  • Dealing with clients who repeatedly delay decisions by saying they need to “check with their spouse”
  • Transitioning from retail to designer business model without maintaining current customer relationships (Lisa Brock case)

Action items

  • All Members
    • Register for the CEO Conference in Indianapolis
    • Set sales goals for the remainder of the year at daily, monthly, and quarterly levels
    • Watch Jenna’s previous AI class before attending the October 23rd intermediate class
    • Track KPIs including closing ratio, average ticket size, and follow-up conversion rate
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