End of day, seven appointments behind you. You closed three, ran a DNS on one, and two said not today with different reasons. The seventh was a re-order from a customer you saw fourteen months ago. You know your commission on the three closes. What you don't know is which lead source is driving your actual closes versus your no-purchase rate — because you haven't been tracking that.
This template tracks that.
The Lead Source Split Changes Everything
Re Order Source and New Business Source are the two fields that separate a territory manager from a rep who just shows up and works the list. Every appointment has one or the other — either a referral from an existing customer, a repeat from your own book, a door knock, a community lead, or an office-generated lead. Knowing which source is producing closeable appointments and which is producing a high DNS rate is worth more than optimizing your pitch.
After thirty appointments, filter by Close and look at the distribution across New Business Source. If referrals close at 70% and cold canvass closes at 30%, the time allocation decision makes itself. Deal Type adds another dimension — a straight new sale, a re-order, an add-on, a freeze — each has different commission implications and different conversation structures.
Time Is the Performance Metric
In Time and Out Time with the calculated Min in Home field creates the efficiency baseline that most direct sales reps never measure. If you're averaging 105 minutes per close and 85 minutes per no-purchase, you have a problem. The time-in-home should compress as your qualification improves, not expand.
Over a season of appointments, the Min in Home data sorted by Result shows whether you're over-explaining on low-fit prospects or efficiently disqualifying early. A rep who consistently spends 40 minutes on non-closeable appointments and gets out quickly is running a tighter territory than one who runs 90-minute no-purchases because they can't read the room.
The Financial Record Is the Accountability Layer
Package Size, Freezer Size, Package Price, Commission, HST, and Take Home Pay mirror the structure from the base Appointments template — each sale has a complete financial record, and the tax deduction is built in rather than estimated.
Payday and Delivery Date together handle the cash flow timing. In direct sales with net-30 payouts, knowing which deliveries are scheduled for next week and which paydays are attached to them is the difference between knowing your monthly total and knowing your monthly cash flow.
Reason For NP and Reason For DNS are the loss codes. After fifty entries, the pattern in those two fields is the coaching conversation you should be having with yourself — or the one a manager should be having with you.