The KPIs worth tracking on the doors
Five numbers cover almost everything a door-to-door rep needs: doors worked, contacts, contact rate, close rate against contacts, and callbacks kept versus set. The last one is the most neglected and often the most actionable, because it measures collecting money you already earned rather than earning new money.
The five that matter
Doors worked tells you about effort and area. Contacts and contact rate tell you about timing. Close rate against contacts tells you about the pitch. Callbacks kept versus set tells you whether your follow-through is real.
Everything else most dashboards show is a recombination of those or a vanity number.
The neglected one
Callbacks kept versus set is rarely tracked and frequently the largest available gain. A rep setting plenty of callbacks and keeping few of them has already done the expensive work and is losing it to a scheduling failure, which is far easier to fix than a pitch.
What to ignore
Streak counts, leaderboard positions and anything measuring hours rather than outcomes. They are motivational devices, not diagnostics, and treating them as diagnostics leads reps to optimise for looking busy.
Common questions
- What is the single most important number?
- Contact rate, because it is the one most reps never separate out and the one that decides how many chances the pitch gets.
- Should I track hours worked?
- For your own planning, maybe. As a performance measure it rewards being on the street rather than working it.
- Does KnockMode show these?
- Knock counts, contact rate, close rate and streaks are in the app. There is no team reporting and no manager dashboard, because the team layer is unbuilt.
More on your numbers
Contact rate, close rate and knock math — and telling a pitch problem from a timing problem.