Sales Manager only · Sales · What is ADL?
ADL is the sales KPI. Not close rate. Not average sale. Not total dollars.
Total dollars rewards who ran more leads. Close rate hides small tickets. Average sale hides who does not close. Average dollar per lead captures close rate and ticket on the leads they actually saw. That is how you compare people, months, lead sources, and offices.
The wrong yardstick trains the wrong behavior.
Sales
Tactics by seat
Sales Manager
- Post ADL by salesperson every week. Coach the number, not the story.
- Use ADL to decide who gets more leads when it is slow, who needs training, and which lead sources are real.