Nikita received 142 applications, a commercial offer was sent to 48% of clients, payments were agreed - 16%. Our average conversion is 21%. This means that Nikita's performance is below the average within the company.
For Elena's team, out of 100% of all applications, a commercial offer was sent to 79% of leads, of which 37% paid the bill.
Although Elena has even fewer incoming applications than Nikita. Obviously, Nikita's funnel has bottlenecks, he has growth points.
It is necessary to understand why, after submitting an offer, only half of Nikita's leads reach the discussion stage.
You need to talk with the manager, study the deals, listen to calls - find out why it was not possible to discuss the proposal.
Perhaps Nikita does CRM incorrectly and in fact he is discussing the quotation with the client. But immediately after the first refusal, it transfers the deal to "Closed and unrealized", and does not squeeze the client.
In addition, Nikita initially took a lot of applications. Perhaps he simply physically could not send the CP to everyone, because he did not have time. As a result, he sent 40% less CP - this led to a final profit 40% less than possible.