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Company Overview

Estimated Sales Cycle Duration:

~24 days

From lead call to close. Majority of sales close after the 2-week mark.

Lead + Appt(2d)
First-visit
Within 2 weeks
After 2 weeks

Lead-to-Sale Ratio:

3.8 : 1

75% book appointment | 35% close rate

Close rate

35%

from 25%

10 percents increase

Revenue

$750K

from 375k

100% increase

Estimated Profit Increase

+$202,500

Reflect impact of higher bookings and improved close rate

Company-wide Sales Output

82%

+35% bookings | +40% close rate

LEAD-TO-SALE CONVERSION RATE

Qualified vs Closed

  • Closed: 20%
  • Pending or lost: 80%

Loss breakdown

  • Unbooked/Pending by CSR on call: 30%
  • Unbooked/Pending by CSR follow up/pending: 20%
  • Unbooked/Pending by Sales follow up: 15%
  • Unbooked/Pending by Sales at appointment: 35%

What Otto Delivered

Pipeline Health Improvements

  • Automated follow-up reminder → fewer leads dropped

  • Prioritized follow-up lists → better early-week engagement

  • Otto insights → alerts execs on performance gaps (e.g. Jayda booking only 60%)

Efficiency Gains

  • 450 hours saved via Virtual Ridealongs (AI vs manual shadowing)

  • Faster feedback loops → managers spend more on strategy

Revenue Growth Attribution

  • Revenue scaled 100% in 3 months ($375k → 750k)

  • Otto helped by converting missed calls, nudging reps to follow up, and identify bottlenecks (50 appts ~ $180k recovered)

Appointment Booking Lift

  • +10% more bookings from Otto rehashing missed calls

  • +15% from flagging qualified but unbooked leads

  • Net impact: higher appointment volume with no extra spend

Increase win / close rate

  • +40% increase in win rate company-wide

  • Boosted by Otto Coach training, feedback loops & sales process reinforcement

  • Example: Bradley’s close rate went 42% → 65% (+23 points).

Award

Emergencies: who is dropping the ball

J

Jayda

Booking only 60% of the leads - 15% below target(75%). Root cause: weak objection handling

CL

Cole Ludewig

Does not handle price objection well. Cole Ludwig can offer more financing or insurance options to prospects.

Company-wide Performance

Compare
with
Appointments

July

100

Current

142

Increase

42%

Close rate

July

25%

Current

35%

Increase

10%

Revenue

July

375k

Current

750k

Increase

100%