Pipeline Performance
The Performance tab: response time, response rate, and how inquiries convert month by month.
The Performance tab on the Pipeline page answers one question: is this getting better or worse?
It is not a report you build. There is nothing to configure — it fills itself in from the leads you already have, and it compares your venue against its own earlier months rather than against anyone else.
How to read a row
Each row is the month the inquiry arrived, followed through to wherever it ended up. A couple who inquired in March and booked in June counts in the March row, not June's.
That is the only honest way to measure a funnel, and it has one consequence worth understanding: recent months keep climbing. A row for this month has had days to produce bookings; a row from six months ago has had half a year. Compare March against last March, not March against this week.
The four headline numbers
Across the top, each showing the current month with an arrow comparing it to the month before.
| Number | What it is |
|---|---|
| Speed to first reply | The median time between an inquiry arriving and you replying |
| Response rate | How many inquiries got a reply at all |
| Inquiry → tour | How many inquiries turned into a tour |
| Inquiry → booked | How many inquiries turned into a booking |
Speed to first reply is the one to watch. It is the strongest single predictor of whether an inquiry books, and it is also the number you can move fastest — no new marketing, no new packages, just answering sooner. See keeping leads moving for the thresholds the pipeline holds you to.
On that card the arrow follows the number while the color follows the news, so a reply time going up shows an up-arrow in amber — the number rose, and that is bad. Everywhere else up is green.
A dash means there is nothing to compute yet. A change of less than one percent is not shown at all rather than dressed up as movement.
The table
Below the headlines, one row per month, newest first and tinted:
- Inquiries — how many arrived
- Replied to — how many got a reply, with the percentage
- Median reply — the same figure as the headline card
- They wrote back — how many answered your reply, which is a better signal of interest than an open
- Toured — how many reached a tour, with the percentage
- Booked — how many booked, with the percentage
- Lost — how many were marked lost
- Follow-ups sent — how many automated emails went out that month, from Automations
Putting Follow-ups sent beside the conversion columns is deliberate: it is how you find out whether the sequence is doing anything.
What to do with it
Fix reply time before anything else. It is the cheapest change available and it moves every column to its right.
Read Inquiry → tour as the real score. Tours are where bookings come from. If tours are healthy and bookings are not, the problem is your pricing or your proposal, not your marketing.
A low response rate is an operations problem, not a marketing one. Inquiries you never answered are inquiries you already paid for.
Frequently Asked Questions
Why is this month's booking rate so low? Because its inquiries have not finished converting. Recent months always understate. Compare like-for-like months.
Can I change the date range? No. It is always month by month, since your first inquiry — the comparison over time is the point of the tab.
Why is a number a dash? There was nothing to measure in that month. A median reply time needs at least one reply.
Where does "They wrote back" come from? A couple responding to your reply, rather than just receiving it. It is a stronger signal than an open, which is why it has its own column.
Keep reading
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