While a high number of sales appointments is a great indicator of initial interest, a high ratio of prospects moving from the first stage to the second stage, the proposal stage, is a better indicator of actual intent to buy. Monitoring the First Appointment-to-Sales Ratio metrics helps you to understand how effective and persuasive your sales channel is.
(Number of second-stage appointments made/Number of first appointments completed)x100
Example of KPI target
36% to next stage
Percentage of first appointment to proposal ratio
Number of first appointment to proposal ratio