WEHESDigital agency · Latvia · one setter, one closer90 days before → 90 days after
the three biggest improvements
01
Average deal and contract value doubled
same rep, same team
no change to the price list
+105%
02
More meetings from the same number of conversations
meetings 119 → 187
on 1,533 → 1,537 conversations
+57%
03
Every meeting held is worth more
94 → 152 meetings held
value per meeting, index 100 → 127
+27%
what we did not finish in 90 days
01
Reactivating the old pipeline never started
199 deals are still waiting for an answer, 148 of them with no activity for 30+ days
02
Show-up rate did not move
a third of booked meetings never happened, and the number grew across the 90 days
03
The calling schedule was never changed
the biggest calling block is still in the weakest hour, 13.1% against 22% in the strong ones
closers
metric
before
after
delta
Contract value, index
100
205
+105%
Average deal, index
100
175
+75%
Meetings booked
156
246
+58%
Meetings held
94
152
+62%
Booked → held
60.3%
61.8%
+1.5pp
Cash collected, index
100
107
+6.5%
setters
metric
before
after
delta
Outbound calls
3,934
4,382
+11%
Conversations over 1 min
1,533
1,537
0%
Meetings scheduled
119
187
+57%
Conversation → meeting
7.8%
12.2%
+57%
Call → meeting
3.0%
4.3%
+41%
Lost bookings
43
56
+30%
Client. A digital agency in Latvia, two salespeople, one setter and one closer. The company name and the people’s names are not disclosed.
What was done. A sales leak audit, then 90 days of work on call quality, conversation structure, the follow-up sequence and the sales rhythm.
Money figures. Shown as an index with the first period set to 100. The actual amounts are the client’s confidential information.
Sources. Two consecutive 90-day periods. Deals come from the client’s CRM, filtered to one closer. Activity comes from the reps’ own daily logs, the same form in both periods. Metrics that were not measured in the first period are not included. Published with the client’s consent.
Raivis Vigups · SIA WEHESwehes.com