Learn the HPD metric (hours per demo) to measure what your hourly staff actually costs to produce results. Calculate cost-per-demo across event staff, canvassers, and phone reps, then set a minimum profitability threshold to decide who stays.
We developed something years ago called HPD, hours per demo. And that becomes important because the people that fulfill those functions, whether they be event people, canvassing people, or phone people, are working different numbers of hours. And so how do you compare the results? Well, the answer is the only thing they have in common is that they are paid by the hour. Break it down by the hour. In those areas, you can look at those every single week. Here's what I paid. Here's how many demos I got. Here's my cost per demo. Here's— and if you know the hours, which is a simple payroll function, then you know what your hours per demo are. And then you create what I'm going to call a model, which is your forecast, your goal, which is the big, hairy, audacious goal you'd like to go to that's still realistic. And the third one would be a minimum standard. Below what number am I not profitable? And I can't keep this person no matter how much I love them.
