When looking at certain KPIs, if you are not looking at a scorecard, you might not know that your business is going in the wrong direction, and you lose money without even realizing it. A closer looks like they are doing well, but one key metric tells a different story, and that’s where hidden profits live.
In this episode of the Results Driven Podcast, Josh and Tiffany sit down with Sage, their sales manager at Heels Homes, to walk through a real case study that uncovered a performance gap costing the team millions. Using Gapology and a simple KPI scorecard, they spotted the issue, coached through it, and turned things around fast.
Listen as you will hear how they identified the red flag, the step-by-step process to diagnose the problem, and the coaching strategy that took a struggling closer from slipping numbers to top-tier performance.
You’ll Learn How To:
- Spot hidden performance issues before they kill your pipeline
- Use KPIs and scorecards to track what really matters in sales
- Apply Gapology to coach your team without constant conflict
- Fix objection handling and confidence gaps in your sales reps
- Turn “average” closers into consistent top producers
What You’ll Learn in This Episode:
- (01:02) Meet Sage, sales manager at Heels Homes
- (01:20) Case study: a closer’s offers-to-deal ratio goes off track
- (02:04) What is Gapology?
- (02:40) Three types of gaps: Knowledge, importance, and action gaps
- (04:26) Score card that follows along with the check the box sales process
- (05:04) Why offers-to-deals is the #1 sales metric to watch
- (06:09) How Sage spotted the red flag early
- (06:51) The color-coded scorecard and the red flag indicator
- (07:20) The 6-step KPI framework to fix problems fast
- (08:46) Where deals were breaking down: rapport and objection handling
- (10:08) One-on-one coaching and training plans
- (12:48) Roleplay and building confidence through repetition
- (16:47) How muscle memory creates consistency in sales calls
- (18:47) The turnaround: $300K+ closed in a single quarter
- (19:30) Why onboarding and ongoing training matter
Who This Episode is For:
- Sales managers who want to lead with data
- Investors building acquisitions teams that close consistently
- Business owners who are struggling to figure out why their sales are slipping
- Anyone serious about turning KPIs into a roadmap for growth
Why You Should Listen:
If you have ever been blindsided by slipping sales numbers, this episode shows you exactly how to catch the problem early and fix it the right way. Learn the same system Josh, Tiffany, and Sage use to coach their team, plug leaks, and unlock millions in hidden deals.
Follow Tiffany and Josh here:
- Tiffany Instagram: @tiffanyhighfficial
- Josh Instagram: @joshhighofficial
- Website: https://resultsdrivenrei.com/home/
- Get Tiffany’s free resource: www.rdebook.com
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