Best read alongside contact rate, because together they locate a problem. Low contact with a healthy close points at leads or dial speed; healthy contact with a low close points at qualification, placement or the offers being returned.
Full guide
Building an MCA sales floorHeadcount, compensation and the metrics that tell you it is working.
Related terms
Contact rate
The share of purchased leads that reach an actual conversation with the merchant.
Cost per funded deal
Total acquisition spend divided by the number of deals that actually funded from it.
Submission
A completed merchant file sent to a funder for underwriting.
Pipeline
The set of merchants a broker is working, grouped by stage from first contact through to funded.