How many appointments does an in-home sales rep need each week?

Work backward from the sales you want each rep to make. Divide by their close rate to get the sits they need, then divide by your sit rate to get the appointments you need to issue. A rep who runs one or two appointments a day usually has room for somewhere between five and ten sits a week.

Step 1: Decide how many sales each rep should make

Start from revenue. If your average job is $15,000 and you want a rep selling $120,000 a month, that's 8 sales a month.

Step 2: Divide by close rate to get sits

If that rep closes one in three sat appointments, 8 sales takes 24 sits a month, or about 6 a week.

Step 3: Divide by sit rate to get issued appointments

If 4 in 5 issued appointments actually sit, 24 sits takes 30 issued appointments a month.

These are example numbers. Use your own close rate and sit rate, by source if you have them.

Step 4: Check it against capacity

Many homeowners can only meet in the evening or on Saturday, and every appointment means a drive and a couple of hours at the table. Leave room for drive time, follow-ups and the occasional reschedule. A rep who is booked too tight starts cutting presentations short, and close rate drops.

Step 5: Turn it into a target for the cycle

Multiply by your rep count. Four reps at 6 sits a week is 24 sits a week, or 96 over a four-week cycle. That's the number to plan marketing, hiring and installs around.

Hire against a number you chose

Most companies hire a rep first, then try to keep the new calendar full. When it doesn't fill, the rep leaves and you're hiring again. If you know how many appointments are coming each cycle, you can flip the order: decide the number, then hire the rep to run it.

How Renolist fits

With Renolist, you set an appointment target for each 28-day cycle, anywhere from 20 to 500, and we pace delivery to land on it. We only book into the availability you set, so the number you plan with is the number that shows up on your reps' calendars.