24 conversations this week, avg score 6.3/10 (up from 6.2). SMS is pulling away at 6.7 while phone stays stuck at 5.8 — the gap widened to 0.9 points. Close and hesitation handling both improved meaningfully. Critical regression: Discovery Q3 dropped from 26% to 8%. Booking rate fell to 23% with $4,727 in recoverable pipeline.
| Skill | Adherence | vs. Last Week |
|---|---|---|
| Opener | 100% (22/22) | → Stable |
| Discovery Q1 (Vehicle/Service) | 100% (10/10) | ↑ from 89% |
| Discovery Q2 (Condition) | 90% (9/10) | ↑ from 83% |
| Skill | Adherence | vs. Last Week | Notes |
|---|---|---|---|
| Close | 57% (8/14) | ↑ from 45% | Crossed into PROGRESSING |
| Hesitation Handling | 57% (4/7) | ↑↑ from 38% | Moved from NOT YET |
| Diagnosis Bridge | 75% (3/4) | ↑↑ from 0% | Small sample |
| Discovery Q4 (Timeline) | 67% (2/3) | ↑ from 30% | Small sample |
| Skill | Adherence | vs. Last Week | Notes |
|---|---|---|---|
| Discovery Q3 (Frequency) | 8% (1/13) | ↓↓ REGRESSION | Was 26% — went backwards |
| Follow-Up Sequence | 25% (1/4) | New tracking |
Hesitation handling jumped 19 percentage points (38% → 57%). Oliver is starting to engage when prospects push back instead of surrendering immediately.
Asked only 1 of 13 applicable conversations (8%). This was 26% last week — the target was 50%. It went the wrong direction. This is the classification question that feeds the entire Hot List rebook system. Without it, we can't separate Problem Solvers from Occasional Detailers.
Target next week: 40%+ adherence (5+ hits out of ~13 opportunities). Lower than last week's 50% target because we need to reverse the regression before pushing higher.
Combined follow-up execution remains near zero. 13 of 24 conversations ended "Open" — the largest outcome category. Only 1 follow-up sequence initiated. Ghost recovery: 0/2. The recoverable pipeline is growing as a percentage of quoted revenue (52%, up from 40%). At 20% recovery rate, that's $945 left on the table.
Target: 3+ follow-up attempts next week (up from 1).
Phone is stuck at 5.8 for the second straight week while SMS climbed to 6.7. The gap widened from 0.6 to 0.9 points. More critically, 4 of 6 lost leads came through phone. Phone is 42% of volume but produces 67% of losses. New pattern: self-disqualification — Oliver refers prospects to competitors before presenting his own options.
Target: Phone avg ≥6.0, ≤2 phone losses next week.
| Metric | SMS (n=14) | Phone (n=10) | Gap |
|---|---|---|---|
| Avg Score | 6.7 | 5.8 | -0.9 |
| Score Range | 5 – 9 | 3 – 7.5 | |
| Booking Rate | 21% (3/14) | 20% (2/10) | ~Even |
| Loss Rate | 14% (2/14) | 40% (4/10) | Phone 3x worse |
Phone increased from 28% to 42% of volume. More leads are calling instead of texting. If this trend continues, phone execution becomes even more critical — the weaker channel is getting more traffic.
| Type | Count | % | Expected | vs. Last Week |
|---|---|---|---|---|
| Problem Solver | 21 | 88% | 70–80% | ↑ from 61% |
| Occasional Detailer | 3 | 12% | 15–20% | ↓ from 33% |
| Enthusiast | 0 | 0% | 2–5% | ↓ from 3% |
Q3 wasn't asked (8% adherence), so many prospects who might be ODs were classified as Problem Solvers by default. The drop from 33% to 12% is likely a measurement artifact, not a real shift. We can't measure what we don't ask.
| Type | Booked | Open | Lost |
|---|---|---|---|
| Problem Solver | 4 (19%) | 11 (52%) | 6 (29%) |
| Occasional Detailer | 1 (33%) | 2 (67%) | 0 (0%) |
ODs had a 0% loss rate — they don't say no. They either book or go quiet (recoverable). Problem Solvers are driving all the losses.
| Category | Amount | % of Quoted | vs. Last Week |
|---|---|---|---|
| Total Quoted | $9,151 | 100% | ↓ from $12,857 |
| Booked | $2,077 | 23% | ↓ was 31% |
| Open / Recoverable | $4,727 | 52% | ↑ was 40% |
| Lost | $2,347 | 26% | ↑ was 17% |
Booking rate dropped 8 points (31% → 23%). Lost rate nearly doubled (17% → 26%). The $4,727 in Open/Recoverable is the action number — these leads received pricing, didn't say no, and went silent. At 20% recovery rate: $945. At the current ghost recovery rate (0%): $0.
If close rate matched last week's 31%, ~2 more leads would have booked = ~$806 additional revenue.
| Day | Count | Avg Score | Range | Notes |
|---|---|---|---|---|
| Sat 3/1 | 1 | 6.0 | 6 | Single conversation (phone) |
| Sun 3/2 | 6 | 5.9 | 5–7.5 | Highest volume. 2 losses. Abel (7.5) standout. |
| Mon 3/3 | 2 | 5.8 | 5.5–6 | Both phone, both lost |
| Tue 3/4 | 2 | 6.0 | 5–7 | Low volume, mixed |
| Wed 3/5 | 6 | 6.8 | 3–9 | Best day. Sylvia (9) + Timothy (7.5). |
| Thu 3/6 | 4 | 6.6 | 5–8.5 | Elle (8.5) standout. |
| Fri 3/7 | 3 | 6.2 | 5–7 | Mixed close to the week |
Scores trended up through the week. Mon/Tue were weakest (5.8–6.0), Wed–Thu were best (6.6–6.8). No fatigue pattern — Oliver performed better as volume picked up. Monday was 100% phone, 100% lost.
The new benchmark. Custom "Odor Slayer" naming, deep discovery, confident pricing through "Ouch" reaction, proactive expectation setting with satisfaction guarantee. Booked $389. Only miss: Q3.
Near-identical to Sylvia. The only conversation this week where Q3 was asked ("How often do you usually get it detailed?" → "Second detail ever" → confirmed Problem Solver). Custom naming, diagnosis bridge, guarantee close. Booked $389.
Both top performers were SMS, both were odor jobs with custom naming, both included expectation setting. Elle is the only one that asked Q3 — and it was the most complete conversation of the week. Q3 doesn't slow the conversation down — it makes it better.
4 of 6 losses were phone. Two showed a specific pattern: Oliver decides the prospect's problem is too hard before presenting a solution. Caller-Wireless (sap) and Crystal Leger both got referred to competitors. This is phone-specific — on SMS, Oliver has time to think through the response rather than reacting in real-time.
| Metric | Feb W4 | Mar W1 | Change |
|---|---|---|---|
| Conversations | 36 | 24 | -33% |
| Avg Score | 6.2 | 6.3 | +0.1 |
| SMS Avg | 6.4 | 6.7 | +0.3 |
| Phone Avg | 5.8 | 5.8 | — |
| Booking Rate | 31% | 23% | -8 pts |
| Loss Rate | 8% | 25% | +17 pts |
| OD Share | 33% | 12% | -21 pts * |
| Open / Recoverable | $5,172 (40%) | $4,727 (52%) | ↑ % share |
| Total Quoted | $12,857 | $9,151 | -29% |
* OD share decline likely a measurement artifact from Q3 regression (8% adherence).
Weekly Sales Meta-Analysis • Athay Auto Studio • Week 1, March 2026
AI Sales Intelligence • Netmore Marketing • Growth OS