How do you calculate show rate?

Calls that showed up divided by calls booked, times 100. With 14 shows out of 20 booked calls, your show rate is 70%.

Is close rate calculated on booked calls or on calls that showed up?

On calls that showed up. A no-show isn't a deal you lost on the call, so it doesn't count toward close rate.

What's the difference between cash collected and revenue?

Cash collected is what actually came in. If a sale is paid in installments, only the payments that already cleared count.

Sales closer KPIs: show rate, close rate and cash collected

Updated October 4, 2026

Show rate, close rate and cash collected are the three KPIs most teams use to evaluate a high-ticket closer. Here's how each one is calculated, an example with real numbers and what to do when one of them drops.

Show rate

Show rate is the percentage of booked calls that actually showed up. Divide the calls that attended by the calls booked in the period and multiply by 100.

Example: you had 20 calls booked this week and 14 showed up, so your show rate is 70%.

A low show rate is rarely about the call itself. It usually comes from lead quality, too much time between booking and the call, or no confirmation before the call.

Close rate

Close rate is the percentage of calls that showed up and turned into a sale. Divide your closes by the calls that attended, not by the calls booked: a no-show isn't a deal you lost on the call.

Example: of those 14 calls that showed up you closed 4, so your close rate is 28.6%.

It helps to split closes on the call from closes in the follow-up. If you close a lot later and very little on the call, you may be leaving objections unresolved.

Cash collected

Cash collected is the money that actually came in from your closes in the period. It's not the same as contract value: if you sold a $3,000 program in three payments and the first one cleared, cash collected for that deal is $1,000.

It's the number business owners watch most closely, because it's the one that pays the bills.

Commission

Your commission is each offer's commission rate applied to the amount collected. If you sell several offers with different rates, each close is calculated with its own.

How to read them together

Looking at one KPI alone is misleading. Together they tell you where the problem is:

Low show rate, healthy close rate: the problem is before the call.
Healthy show rate, low close rate: the problem is on the call.
Both healthy but little cash: check your average ticket or the offers you're selling.

Calculate them without a spreadsheet

Closrr calculates show rate, close rate (overall and on the call), cash collected and commission as you log each call's outcome, and lets you filter by week, by month or see all time.

Your calls, closes and commission, calculated for you.

Closrr is the tracker for high-ticket closers. 7 days free, no card required.

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