Resources / Glossary / Follow-up and workflows
Set-to-show ratio
Appointments shown divided by appointments set, read per person and per source rather than as a store average.
The set-to-show ratio compares what was promised with what arrived. It is the same relationship as show rate, framed as a comparison between two people or two sources: this rep sets more appointments than that one and delivers fewer bodies, this lead source books easily and shows poorly.
It is most useful alongside the raw counts. A ratio built on a handful of appointments moves wildly week to week and will have you coaching someone about a difference that is only a few customers. Look at the trend over a month before acting on it.
Why it matters for a sales manager
This is the ratio that separates appointment setters from appointment counters. The rep who gets an agreement out of everyone and produces no traffic is easy to miss on a set rate board and impossible to miss here. It also points at sources: a channel that books well and shows badly is usually attracting shoppers who agree to anything to end the call.