The Problem
Most performance breakdowns in home service sales are not talent problems. They are standards problems.
annual outside sales turnover
of calls reviewed by managers
typical in-home close rates
average ramp time
Rep Turnover Resets Performance
Outside sales turnover averages 20-35% annually. When reps leave, performance knowledge leaves with them. Owners are flying blind during ramp.
Structural risk
- Inconsistent onboarding
- Extended ramp time (3-6 months)
- Star-rep dependency
- Close rate volatility
Close Rates Swing Without Explanation
In-home close rates range between 20-35%. Week-to-week swings feel random, and managers are flying blind to execution drivers beneath the numbers.
Structural risk
- Forecast instability
- Owner anxiety
- Random coaching decisions
- Overcorrection to noise
Managers Can't See What Happens in the Home
Industry-wide, managers review roughly 5% of calls. Owners rely on rep summaries and are flying blind in kitchens and driveways.
Structural risk
- Blind spots in execution
- Inconsistent price presentation
- Missed qualification steps
- Hidden objection failures
Qualification Gaps Contaminate Pipeline
Budget, authority, and timeline are assumed. Reps rush to price. Deals enter the pipeline unverified, and weakness surfaces late.
Structural risk
- Pipeline distortion
- Late-stage losses
- Wasted lead spend
- Unpredictable sales cycles
Compliance & Customer Protection Risk
High-ticket in-home conversations include financing and contract discussions. Without documentation, exposure increases.
Structural risk
- Chargebacks
- Reputation damage
- Legal exposure
- Inconsistent messaging
TalkTrackr Installs Execution Infrastructure
Every appointment becomes structured data.
What Happens
- 100% of appointments captured.
- Conversations segmented into a six-stage structure.
- Script adherence scored.
- Qualification checkpoints verified.
- Objections tagged and graded.
- Risk signals flagged automatically.
- Price timing tracked precisely.
What That Means
- No skipped diagnostic stages.
- No early price leakage.
- No "gut feel" coaching.
- No invisible mid-performer decay.
- No lost knowledge when reps leave.
- Every appointment becomes structured data.
Kronos Appointment Intelligence Engine
Structured conversational analysis at scale.
Classification
Classifies every conversation stage (94% agreement with human labeling).
Detects stage skipping and reversal.
Diagnostic analysis
Identifies early-stage information leakage.
Measures diagnostic depth vs presentation time.
Quantifies objection handling quality.
Execution intelligence
Explains why a deal collapsed.
Surfaces patterns across reps and locations.
Allows managers to coach 15+ reps in minutes per day.
Kronos doesn't guess. It references the structured appointment model.
What Changes Inside the Business
Performance Stabilizes
Variance compresses. Median lifts.
- Mid-performers lift.
- Close-rate variance compresses.
- Fewer "almost deals."
- Reduced dependence on star reps.
Ramp Time Compresses
Standards become teachable.
- New reps learn from real scored appointments.
- Standards become institutional.
- Tribal knowledge becomes measurable.
- Managers coach based on structure, not memory.
Sales Cycles Become Predictable
Sequencing becomes consistent.
- Stage sequencing becomes consistent.
- Price timing becomes intentional.
- Diagnostic depth increases.
- Decision friction decreases.
Structured Execution Changes the Data
Based on 6,084 recorded in-home appointments across 10 companies.
- 41.3% one-call close rate when the six-stage sequence was followed
- 11.2% close rate when material deviation occurred
- 87% of commitments followed the structured sequence
- Early price disclosure showed a strong negative correlation (r = -0.68)
- 94% stage classification agreement
This is not opinion. It is measurable conversational structure.
Execution either drifts --
or it is structured, scored, and enforced.