What This Group Does Well & Where They Need Training
Rolled up from every scored Rilla call for the active reps in your current filter
Trending Down Tier dropped vs their previous period
Rep
Market
Class
Prev → Current
Close %
RPA
Likely Cause
Notes
Chronic Below Minimum Red tier for 2+ consecutive periods
Rep
Market
Class
Periods Red
Close %
RPA
Likely Cause
Notes
Borderline — Close to Goal Yellow tier, one push from meeting criteria
Rep
Market
Class
Close %
RPA
Gap to Green
Likely Cause
Notes
Low Practice Engagement Ride alongs / Rilla well below their class average
Rep
Market
Class
Ride Alongs
Class Avg
Rilla Recordings
Class Avg
Notes
No Sale Yet Active 2+ periods with $0 in recorded orders
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Market
Class
Periods Active
Net Orders
Likely Cause
Notes
Flagged in Rilla Calls Recurring growth areas found in imported call transcripts
Rep
Market
Class
Calls Analyzed
Top Flag From Calls
Since Last Call
Notes
Coaching Notes Log Reps with a saved note
Rep
Market
Note
Coaching Playbook Reference
Close Rate — What's usually behind it
A low close rate is rarely about the price itself — it's usually one of three gaps:
Value — features get stated instead of translated into what they mean for this homeowner (less maintenance, longer life, fewer future problems).
Urgency — the case for "why now" over "why eventually" never gets made explicit.
Emotional connection — the rep never confirms the homeowner's real reason for calling before presenting price.
Ride-along debrief questions: What value got built before price came up? Did the rep connect to the homeowner's actual pain point? When price pushed back, did they reframe or defend?
RPA — What's usually behind it
A below-average RPA (under the $5,000 minimum) usually points to a discovery or inspection gap — the rep is fixing the "have-to" issue the homeowner called about, but not scoping the rest of the home. At current pricing, an RPA below minimum works out to roughly 1–2 units sold rather than a full project.
Coaching angle: ride along on the inspection, not just the close. Watch whether they walk the whole home or stop at the reported problem area.
Ride Alongs & Rilla — What's usually behind it
When a rep is well below their class average on ride alongs, that's typically a gap in manager field time, not rep effort — the fix is simple: get on a ride along with them this week.
Low Rilla recording volume relative to classmates usually means the rep hasn't gotten enough reps in on the roleplay drills to build muscle memory on the language patterns — assign extra roleplay lessons and check back in a week.
General Principles
Build value before price ever comes up — don't wait for the objection.
Lead with the monthly payment / financing conversation, not the total project cost as the first number.
If only one decision-maker is present, loop in the other one live rather than leaving with an "I need to check with my spouse."
When price pushes back, reframe (cheap vs. lasting, per-unit cost, narrow the scope) — don't just repeat the number or jump straight to a discount.
All Reps
Live data source
Your sheet has one tab per class/month — publish each tab individually (File → Share → Publish to web → choose the specific sheet → CSV) and add it below. List them in chronological order; each becomes its own period, exactly like the Excel import.
Not connected — showing data loaded from the 2025 & 2026 New Hire Roster spreadsheets.
Rilla Export (recommended)
In Rilla, go to Settings → Export, pick a date range, keep Conversations checked, and click Download. Drop the file below — parsed entirely in your browser, matched to reps by email automatically. No API key or setup needed.
No export imported yet.
Connect Rilla API (advanced, automatic)
Requires a small proxy Worker (holds your Rilla API key privately — see the setup file provided separately). Only use this if the Export method above doesn't fit your workflow — some Rilla accounts block this route at the network level.
days
Not connected.
SeeThePace live data
Pulls this rep\u2019s live pace numbers straight from the same Apps Script backend SeeThePace itself reads from \u2014 paste in the same URL used there (the one ending in /exec, no ?tab= on the end). Matches reps by name; new fields only, doesn\u2019t touch existing close %% / RPA data.
Not connected.
Rilla call transcripts (manual PDF)
No API access yet, or want to add one call at a time? Export a call as PDF from Rilla and drop it below (multiple at once is fine). Each PDF is parsed right in your browser — nothing is uploaded anywhere — and matched to the rep by name automatically.