Best week of March. Average score jumped to 6.9/10 (+0.6). Booking rate nearly doubled: 37% vs 23%. Booked revenue more than doubled: $4,844 vs $2,077. Volume up 33%. SMS hit 7.2 avg. Q3 recovered from 8% to 29%. First BAMFAM of the month (Dr. Gilliam). Phone still stuck at 5.8 for the third straight week.
| Skill | Adherence | vs. Last Week |
|---|---|---|
| Opener | 100% (20/20) | → Stable |
| Discovery Q1 (Vehicle/Service) | 95% (18/19) | → from 100% (1 misapplied) |
| Discovery Q2 (Condition) | 94% (15/16) | ↑ from 90% |
| Skill | Adherence | vs. Last Week | Notes |
|---|---|---|---|
| Diagnosis Bridge | 63% (12/20) | ↓ from 75% (4 obs) | 20 obs — more representative |
| Close | 62% (8/15) | ↑ from 57% | +2 pending closes |
| Expectation Setting | 60% (3/5) | ↓ from 100% (2 obs) | 2 misapplied |
| Discovery Q4 (Timeline) | 50% (3/6) | ↓ from 67% (3 obs) | More data |
| Hesitation Handling | 50% (1/2) | ↓ from 57% (7 obs) | Too few to compare |
| Skill | Adherence | vs. Last Week | Notes |
|---|---|---|---|
| Discovery Q3 (Frequency) | 29% (4/14) | ↑↑ from 8% | Regression reversed |
| Downsell | 25% (1/4) | New tracking | 4 applicable situations |
| Follow-Up Sequence | 0% (0/3) | ↓ from 25% | $5,099 sitting in pipeline |
Q3 recovered from 8% to 29% — the W1 regression was reversed. Oliver went from asking the frequency question in 1/13 conversations to 4/14. The coaching emphasis on "this is for the rebook system" appears to have landed.
Zero follow-up sequences in 3 applicable situations. Zero ghost recovery (0/1). $5,099 sitting in Open status — 39% of all quoted revenue. The morning brief surfaces these leads daily with copy-paste messages. The barrier isn't information — it's execution.
Target next week: 3+ follow-up attempts. Even one conversion from the $5,099 pipeline pays for the effort.
Improved from 8% to 29%. The regression was reversed. V4.2 script changes make Q3 optional/flexible based on Oliver's feedback that it "sometimes feels like a jab." Coaching stance shifts from "always ask" to "ask when it fits naturally." The 29% may be close to the natural rate.
Target: Maintain 25%+. Focus on quality of delivery, not frequency.
When prospects balk at pricing, Oliver rarely offers an alternative. Shannon Simmons walked away from $339 with zero recovery. Mark's combined $700-800 quote lost both services when an unbundled detail at $389 would have closed. $728 in recoverable revenue from just two conversations.
Target: Downsell offered in 50%+ of price objection scenarios.
| Metric | SMS (n=26) | Phone (n=6) | Gap |
|---|---|---|---|
| Avg Score | 7.2 | 5.8 | -1.4 |
| Score Range | 3 – 9.5 | 3 – 9 | |
| Booking Rate | 42% (11/26) | 17% (1/6) | SMS 2.5x |
| Loss Rate | 8% (2/26) | 33% (2/6) | Phone 4x |
E. Arrington (9/10, phone, booked) proves phone CAN work. Crisis call — inbound urgency, clear need, instant diagnosis, same-day close. Phone works when the prospect drives urgency. It fails when Oliver needs to create urgency through discovery.
| Type | Count | % | Expected | vs. Last Week |
|---|---|---|---|---|
| Problem Solver | 22 | 69% | 70–80% | ↓ from 88% (normalizing) |
| Occasional Detailer | 3 | 9% | 15–20% | → from 12% |
| Enthusiast | 3 | 9% | 2–5% | ↑ from 0% |
| Not A Fit | 3 | 9% | — | ↑ from 0% |
| Type | Booked | Open | Lost |
|---|---|---|---|
| Problem Solver | 10 (45%) | 9 (41%) | 3 (14%) |
| Occasional Detailer | 0 (0%) | 3 (100%) | 0 (0%) |
| Enthusiast | 2 (67%) | 1 (33%) | 0 (0%) |
Problem Solver booking rate jumped from 19% to 45%. Oliver is closing more first-touch PS leads. Enthusiasts convert at 67% (Dr. Gilliam — $738 from one client in two days). ODs remain at 0% booking, 0% loss — they don't say no, but need follow-up to close.
| Category | Amount | % of Quoted | vs. Last Week |
|---|---|---|---|
| Total Quoted | $13,097 | 100% | ↑ 43% from $9,151 |
| Booked | $4,844 | 37% | ↑ 133% from $2,077 |
| Open / Recoverable | $5,099 | 39% | ↓ from 52% share |
| Lost | $2,894 | 22% | ↓ from 26% |
Booked revenue more than doubled ($2,077 → $4,844). Open/Recoverable dropped as a share (52% → 39%) — more pipeline is converting to bookings instead of sitting open. Lost share also dropped (26% → 22%). Every metric moved in the right direction.
| Day | Count | Avg Score | Range | Notes |
|---|---|---|---|---|
| Sat 3/8 | 4 | 6.3 | 4.5–8 | Annie (8) stood out. Bernard (4.5) phone. |
| Sun 3/9 | 5 | 7.4 | 7–8 | Strong opener. All SMS. 3 bookings. |
| Mon 3/10 | 3 | 5.8 | 4.5–7.5 | Low volume. Luke Prentiss (not a fit). |
| Tue 3/11 | 6 | 6.7 | 3–9 | High range. E. Arrington (9) + Amanda (3). |
| Wed 3/12 | 7 | 8.0 | 5–9.5 | Best day of the month. Daniel 9.5, Jessica 9.5. |
| Thu 3/13 | 3 | 6.5 | 5.5–8 | Nikkea (8) booked. |
| Fri 3/14 | 4 | 6.6 | 3–9 | 3 follow-ups. Shondelyn (9) rebook. |
Wednesday was the peak — highest volume AND highest quality (8.0 avg, 7 conversations, three 9+ scores). The midweek peak pattern from Week 1 repeated. No fatigue pattern — Oliver's best days are his busiest days.
New high score. Odor problem — Oliver asked about type AND search depth, used both in diagnosis bridge. Zero wasted questions. Textbook pattern: problem → targeted discovery → diagnosis → close.
Tied for highest. Dual motivation (trade-in value + kid stains). Discovery revealed both naturally. Customer self-selected the right package.
Customer upsold herself to Executive ($479) after the diagnosis bridge and tempered expectations for stains. Two-day service booking.
First BAMFAM of March. Enthusiast, Rolls Royce owner. Completed Showroom $369, immediately rebooked for next day. $738 from one client in two days. Proof of concept for repeat revenue.
The proof that phone CAN work. Crisis call — instant diagnosis, same-day close. Missed $100 same-day surcharge ($489 should have been charged). Revenue discipline gap, not a closing gap.
Stated her need ("interior and exterior") upfront. Oliver asked discovery questions instead of quoting. Competitor won while Oliver was still in discovery. When a customer tells you what they want, give them a price.
Both heard pricing and disengaged. No downsell offered, no service separation, no "what are you weighing?" probe. Shannon balked at $339 — zero recovery. Mark's combined $700-800 quote lost both services when the detail alone ($389) would have closed.
| Metric | Mar W1 | Mar W2 | Change |
|---|---|---|---|
| Conversations | 24 | 32 | +33% |
| Avg Score | 6.3 | 6.9 | +0.6 |
| SMS Avg | 6.7 | 7.2 | +0.5 |
| Phone Avg | 5.8 | 5.8 | — (3rd week) |
| SMS / Phone Gap | 0.9 | 1.4 | +0.5 |
| Booking Rate | 23% | 37% | +14 pts |
| Loss Rate | 25% | 16% | -9 pts |
| Q3 Adherence | 8% | 29% | +21 pts |
| Follow-Up | 25% | 0% | -25 pts |
| Booked Revenue | $2,077 | $4,844 | +133% |
| Total Quoted | $9,151 | $13,097 | +43% |
Weekly Sales Meta-Analysis • Athay Auto Studio • Week 2, March 2026
AI Sales Intelligence • Netmore Marketing • Growth OS