Reporting and lead quality · ASRR Tech
Why measure booked and attended demos separately?
A booking shows interest; an attended meeting shows participation. Distinguish cancellations, rescheduling and missed appointments to understand the transition.
A practical example
Five meetings are booked but one moves into the next period.
This is an illustrative situation for assessing your own process.
Checklist for your team
- Define both events.
- Record outcomes.
- Use consistent periods.
What does success look like?
The report explains the difference between scheduling and attendance.
Test this with a recognisable record and have a colleague review the outcome. Note missing information or decisions. Use that finding to improve a working agreement before applying the process more broadly.
Reporting and lead quality: the wider process
A report is useful when everyone shares the definition behind a number. Record which records count, which date applies and how duplicates or cancelled enquiries are handled. Validate a total by checking some underlying records. Compare periods with the same scope and show counts alongside percentages. Small samples can produce large percentage changes. Use the result to improve a working practice, then check whether behaviour and outcomes changed.