A Comfort Advisor walks into a Bel Air kitchen at 2:15 p.m. on a Tuesday to close a $24,000 dual-fuel replacement. By 3:45 p.m. they walk out with a signed contract, a scheduled follow-up, or a permanently lost deal. The service manager will never hear that conversation in real time; in the pre-AI world, the service manager often never hears it at all. Sales advisor coaching ran on monthly close-rate dashboards, anecdotal "how'd Bel Air go" debriefs, and the occasional in-person ride-along. The result: an advisor floor with wide performance variance, slow coaching cycles, and a 30/60/90 onboarding plan that read more like wishful thinking than a milestone-based ramp. The Sales Advisor Scorecard rebuilds the discipline. AI assembles a weekly per-advisor scorecard with the five close-determining metrics (close rate, average ticket, financing close rate, design-vs-base attach, callback rate), surfaces the Rilla coaching cards from the prior week, drafts the 1:1 prep doc, and tracks the 30/60/90 onboarding plan for new hires against AI-built milestones. The sales manager runs four 30-minute 1:1s in 2 hours of prep time instead of 6 hours. The advisor team's variance compresses. The new-hire ramp lands on time or surfaces a wrong-fit decision at day 90 instead of day 270. This lesson is that scorecard, the weekly 1:1 prep doc, and the AI-built 30/60/90 onboarding milestones.

The Five Metrics on the Sales Advisor Scorecard

Every Comfort Advisor's weekly scorecard surfaces five numbers, weighted to reflect their close-rate impact. The five are the operational levers a sales manager can coach against; everything else is downstream of them.

Close Rate

The percentage of in-home opportunities the advisor converts to a signed contract within 30 days. Target: 45-60% on $5K+ tickets. Industry baseline 40-45% pre-AI; evolved 2026 advisors with Rilla + ResponsiBid + financing tier matrix + skip-the-quote pre-approval close at 55-65%. The single most consequential number on the scorecard. A 5-point lift on $14K average ticket × 40 monthly leads × 12 advisors = $336K monthly incremental revenue at a 12-advisor team.

Average Ticket

The mean closed-deal value. Target band $12K-$18K residential replacement, varies by market. Lifts from good/better/best AI presentation (mid-tier 52-58% selection), rebate stack assembly (Section 25C + 25D + state/utility), and AI estimate visualization on heat-pump replacements. Pre-AI advisors averaged $11K-$13K; AI-integrated advisors run $14K-$17K. Average ticket × close rate = the advisor's monthly contribution per lead, the cleanest single advisor productivity number.

Financing Close Rate

Percentage of closed deals on $5K+ tickets that use financing (Wisetack, GreenSky, Synchrony). Target: 28-40%. Industry baseline 14%; Wisetack-published benchmark 28-40% at well-run shops. Each financing-close point on the team's mix adds $200-$400/closed-deal in incremental margin via higher ticket attach. Skip-the-quote 60-second soft-pull at the door lifts this 6-12 points beyond baseline coaching.

Design-vs-Base Attach

Percentage of closed deals at the mid-tier or top-tier of good/better/best (vs. base/good tier). Target: 65-75% at mid-or-above. Surfaces whether the advisor is presenting three coherent options with credible mid-tier OR collapsing to repair/replace binary (low attach). Cross-checks with the AI estimate visualization adoption — advisors using visualization consistently run 7-12 points higher on design-vs-base attach.

Callback Rate

Percentage of closed deals that produce a callback within 60 days post-install (workmanship, post-install adjustment, customer-not-satisfied callback). Target: under 4%. Industry median 7-10% on replacement work. Surfaces install-quality and post-close handoff discipline. Sales manager coordinates with operations to root-cause callback patterns and feed back to advisor close discipline (was the customer expectation set correctly at close?).

The Weekly 1:1 Prep Doc AI Builds

The sales manager runs four 30-minute 1:1s with the advisor team every week — typically Tuesday or Wednesday afternoons. Pre-AI, prep took 60-90 minutes per advisor: pull ticket history from ServiceTitan, mentally aggregate close rate, scan recent proposals, prepare coaching agenda. 4 hours of prep for 2 hours of 1:1 time was the brutal math.

AI compresses prep to 30 minutes total across all four 1:1s. The AI-built prep doc per advisor has the following structure.

Prep Section One — Five Metrics Trend

Per-metric trendline over the prior 4 weeks. Close rate: 42% → 44% → 47% → 48% (target 45-60%, trending into band). Average ticket: $13.4K → $13.9K → $14.2K → $14.6K (target $12-$18K, trending well). Financing close: 22% → 24% → 23% → 26% (target 28-40%, below band, opportunity). Design-vs-base: 62% → 65% → 68% → 70% (target 65-75%, in band). Callback: 5.2% → 4.8% → 4.1% → 3.6% (target under 4%, reached target). Color coded; advisor sees their own trends instantly.

Prep Section Two — Rilla Callouts From Prior Week

Two highest-impact moments from the prior week's Rilla cards. "Tuesday 2pm Bel Air, $24K dual-fuel replacement, lost. The financing pivot moment scored 8/20. Homeowner asked about monthly payment; advisor referenced the sticker. Coaching note: re-anchor to monthly first; the soft-pull approval would have landed this." "Thursday 11am Westside, $14K furnace replacement, closed at base tier. Options-presentation scored 12/15 but mid-tier selection skipped — advisor went directly from system condition to base option. Coaching note: present three options always; let the homeowner self-select."

Prep Section Three — RGA and Cohort Position

Personal RGA trend (4 weeks): 68 → 71 → 73 → 74 (sustained 75+ target; close to threshold). Team rank by RGA: 5 of 12 (middle tier, room to climb). Coaching-responsive pattern: RGA up 6 points, close rate up 6 points in same window — coaching is landing. Continue cadence.

Prep Section Four — Recommended 1:1 Focus

One specific focus for the 30-minute conversation. "Financing close rate is the binding constraint this month — Sarah is at 26% vs. 28-40% target. Walk the Wisetack tier matrix in the 1:1; rehearse the soft-pull pre-approval script for the next 5 calls; pair her with Marco for two ride-alongs to observe his payment-anchored close." Manager reads in 90 seconds; conversation flows from focus, not from where-do-we-start fumbling.

Prep Section Five — Pipeline Snapshot

Open proposals: 7 active, $112K total proposed, 4 in financing-soft-pull stage, 2 awaiting spouse-decision call, 1 declined-pending-rebid. Manager sees the advisor's open pipeline in 30 seconds; surfaces stalled deals for tactical coaching.

The Comfort Advisor 30/60/90 Onboarding Plan with AI-Built Milestones

Hiring a new Comfort Advisor is a 6-figure decision. Annual fully-loaded cost: $120K-$180K (base + variable + benefits + truck + tech stack + training). Wrong-hire decision pre-AI surfaces at month 9-12; AI-built 30/60/90 milestones surface the wrong-fit decision at day 90 with the data to defend it.

Day 1 to Day 30 — Foundation

Week 1: shadow 8 ride-alongs with the top two team advisors. Rilla is on for observation; advisor doesn't talk on calls. End of week 1: review of 16 hours of observed audio with new hire; surface the five close-determining moments from Lesson 1; assess pattern absorption. Week 2-3: assisted closes — new advisor handles the discovery and system-condition narrative; senior advisor handles pivot, options, financing. New advisor's contribution to each close grows weekly. RGA tracked but not graded (observation only). Week 4: first independent close attempt with manager observing via Rilla audio. Day 30 milestones: Rilla RGA 45+ on first independent calls, three independent closes attempted, financing soft-pull mechanics learned, ResponsiBid proposal authored independently with 30-second verify discipline. Below day-30 milestones triggers extended foundation period.

Day 31 to Day 60 — Build-Up

Independent calls full-time, 6-8 per week (vs. 12-15 for veterans). Daily Rilla card review; weekly 1:1 with sales manager focused on the bottom-quartile moment from the week. Day 45 RGA target: 55+. Day 60 RGA target: 65+; close rate target 35%+ on $5K+ tickets; financing close rate target 18%+; average ticket within team median +/- 15%. Below day-60 milestones triggers focused intervention (peer pairing, comp tier conversation, specific moment intensive coaching). At day 60, the data is honest about whether the new hire is on the close-heavy seat trajectory.

Day 61 to Day 90 — Launch

Full lead volume (10-12 calls per week); independent on bid drafting, financing presentation, and close mechanics. Daily Rilla cards continue; weekly 1:1 continues. Day 75 RGA target: 70+. Day 90 RGA target: 75+; close rate target 45%+ on $5K+ tickets; financing close target 25%+; average ticket at team median or better; design-vs-base attach 60%+; callback rate under 5%. Day 90 evaluation point: hit five of six metrics = full Comfort Advisor seat with veteran comp tier; hit three of six = extended ramp to day 120 with focused intervention; hit two or fewer = wrong-seat conversation with redeployment options (install sales support, lead-development specialist, customer-success role).

The Comp Redesign That Aligns to the Scorecard

Pre-AI advisor comp is typically base + commission percentage on closed revenue + close-rate bonus tier. The structure rewards revenue but doesn't tie to the underlying behaviors (RGA, financing close, design-vs-base attach) that produce sustained revenue. Advisors optimizing for short-term commission can take low-ticket closes that miss the financing pivot and the design-vs-base attach — they hit revenue but the team's average ticket and financing close mix erode.

The scorecard-aligned comp redesign: 35% on closed revenue percentage (preserves the headline revenue incentive), 25% on close-rate tier bonus (graduated at 45/50/55/60% sustained close), 20% on financing close tier ($150-$400/month at 20/28/35/40% sustained financing close), 15% on sustained RGA bonus ($300-$500/month at 75+, $200 at 70-75), 5% on design-vs-base attach (mini-bonus tied to 65%+ attach rate). The total tech pay at full performance lands 18-25% above pre-Rilla baseline for sustained top-quartile performance.

The economics: 12 advisors at $22K average comp lift = $264K annual comp delta. Sustained team performance at 55%+ close on $14K average ticket × 40 leads × 12 advisors = $3.7M/month, $44M/year. Pre-AI baseline at 42% close × $12K × 40 × 12 = $2.4M/month, $29M/year. Lift: $15M/year. At 38% margin: $5.7M margin contribution. Net of $264K comp delta: $5.4M annual margin contribution. Comp is 4.6% of margin lift — well below the 18-20% sweet spot from the MPR loop because advisor revenue per close ($14K) is dramatically higher than membership revenue per signup ($300/year); the comp delta scales with revenue but the underlying pay rate doesn't double, so the ratio drops.

Cross-Coordination with the Service Manager on Handoff Quality

The sales advisor scorecard doesn't operate in isolation. Comfort Advisors close kitchen-table replacements, but the lead pipeline depends heavily on service-call pivots from techs (Lesson 2's repair-vs-replace coaching loop). The handoff from tech to advisor is the binding constraint on advisor lead quality and close rate.

Cross-coordination structure: weekly 15-minute joint review with service manager and sales manager. Agenda: handoff completion rate (target 85%+ of pivoted leads make it to scheduled CA appointment), handoff lead quality score (CA rates each handed-off lead 1-5 on prep quality, customer engagement, fit for replacement), handoff-to-close conversion rate per source tech, calibration on which techs are over-handing-off (passing weak leads to clear their docket) vs. under-handing-off (closing partial-replace when the customer was full-replace ready).

The data feeds back to the tech coaching loop. Techs whose handed-off leads convert at 60%+ get positive reinforcement and additional comp tier. Techs whose handed-off leads convert at 30% get coaching on lead-readiness signals (when to close partial-replace vs. when to escalate). The cross-team feedback loop is the mechanism that prevents the sales advisor scorecard from becoming a siloed metric divorced from the pipeline that feeds it.

What the Sales Manager Still Owns When AI Builds the Scorecard

The sales manager's role evolves with the AI workflow. AI assembles the five-metric weekly scorecard, builds the 1:1 prep doc, tracks the 30/60/90 onboarding milestones, computes the comp calculation, surfaces the Rilla callouts, and produces the cross-coordination data with the service manager. The sales manager owns five categories of work the AI doesn't.

The 1:1 conversation itself. AI prepares the prep doc; manager delivers the coaching with calibration to the advisor's mood, history, and bandwidth. The 30-minute 1:1 is human work; the prep is AI work.

The wrong-seat decision at day 90. AI surfaces the milestone-miss data; manager exercises the judgment about extended ramp vs. redeployment vs. exit. The data is honest at day 90 but the decision requires manager judgment about coachability, market conditions, and team mix.

The pipeline tactical coaching. AI surfaces stalled deals in the pipeline snapshot; manager decides which deal to coach into closure and which to let breathe. Tactical close coaching on the 7-deal active pipeline is manager judgment.

The comp tier negotiation with owner. AI computes what the comp redesign costs; manager negotiates the structure with the owner balancing recruitment, retention, and shop economics. The negotiation is political; AI provides the math.

The cross-team coordination with service manager. AI provides the handoff quality data; manager runs the weekly 15-minute joint review and coordinates the tech-coaching feedback. The coordination preserves the advisor pipeline that the scorecard depends on.

Key Takeaways

• Five metrics on the sales advisor scorecard: close rate (target 45-60%), average ticket ($12-$18K), financing close rate (28-40%), design-vs-base attach (65-75%), callback rate (under 4%). Built weekly per advisor.
• The 1:1 prep doc AI builds: five-metric trendline, two Rilla callouts from prior week, RGA and cohort position, one recommended 1:1 focus, pipeline snapshot. 30 min prep total across 4 advisors vs. 4 hours pre-AI.
• The Comfort Advisor 30/60/90 onboarding plan: Day 30 — RGA 45+, three independent closes attempted, financing soft-pull learned. Day 60 — RGA 65+, close rate 35%+ on $5K+ tickets, financing close 18%+. Day 90 — RGA 75+, close rate 45%+, financing close 25%+, hit 5 of 6 metrics for veteran seat.
• The day-90 wrong-seat decision: Hit 5 of 6 = full Comfort Advisor seat with veteran comp. Hit 3 of 6 = extended ramp to day 120 with focused intervention. Hit 2 or fewer = wrong-seat with redeployment options (install sales support, lead-development specialist, customer-success). Data honest at 90 days vs. 270 pre-AI.
• The scorecard-aligned comp redesign: 35% closed revenue %, 25% close-rate tier, 20% financing close tier, 15% sustained RGA bonus, 5% design-vs-base attach. Total +$22K/advisor average annual lift; sustained team performance produces $5.4M annual margin contribution at 12-advisor shop.
• Average ticket × close rate is the cleanest advisor productivity metric. AI-integrated advisors in 2026: $14-$17K average ticket × 55-65% close vs. pre-AI $11-$13K × 40-45%. The compound lift drives the $336K monthly revenue delta at 5-point close rate improvement.
• Financing close rate is often the binding constraint on advisor productivity. 28-40% target vs. 14% baseline. Skip-the-quote 60-second soft-pull at the door lifts 6-12 points beyond coaching alone.
• Design-vs-base attach surfaces good/better/best discipline. 65-75% mid-or-above attach indicates three coherent options presented; below 50% indicates collapse to repair/replace binary. AI estimate visualization adopters run 7-12 points higher attach.
• Cross-coordination with service manager on handoff quality. Weekly 15-min joint review: handoff completion rate (85%+ target), lead quality score, handoff-to-close conversion per source tech. Feedback to tech coaching loop prevents siloed scorecards.
• What the sales manager still owns: the 1:1 conversation delivery, the wrong-seat decision at day 90, pipeline tactical coaching, comp tier negotiation with owner, cross-team coordination with service manager. AI assembles the data; manager makes the judgment calls.