The two numbers that matter
Show rate is the share of booked consults who actually come in. Enrollment rate is the share of consults who enroll into a program. The Revenue Leak Scorecard scores both under Sales Operations.
Illustrative benchmark
Of 62 booked consults, 46 show (about 74%), and 22 of those 46 enroll (about 48%). This is an illustrative benchmark, not a client result.
What moves show rate
- Book the consult within days, not weeks.
- Confirm by text and call, with reminders the day before and the morning of.
- Give people a reason to show: a paid evaluation with a clear deliverable tends to show up more reliably than a free consult.
- Reschedule every no-show the same day.
What moves enrollment rate
- A consult script that ends with a clear recommendation.
- Present the offer every time, to everyone who qualifies.
- Follow up on every “I need to think about it” within 24 hours.
- Incentives tied to enrollments, not just bookings.
Run it on numbers: the end-of-day report
Every day, the front desk reports calls, consults booked, shows, enrollments, revenue and lead quality. The owner reviews it daily and coaches weekly. What gets measured gets coached, and what gets coached improves.
Key takeaways
- Your front desk is a sales team. Train it like one.
- Protect the show rate with fast booking, confirmations and a paid evaluation.
- Report every day, coach every week.