The deal was signed at the door. Then the customer goes quiet, the paperwork stalls, and the job never happens.
Contracts sit waiting on missing information. Customers hear nothing for days after signing. The install or scheduling team finds problems the rep never mentioned. Some customers change their mind in the gap, and many door-to-door sales carry a legal cancellation window, so the days right after the sale matter.
Sales treats the job as done at signature. Operations treats it as started only once the information is complete. Nobody owns the stretch in between, so it fills with delays and silence. Often this is not a selling problem. It is a handoff and follow-through problem.
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1. Define a complete sale
A short list of what must be collected before a deal counts as sold.2. Own the gap
One person owns each deal from signature to scheduled start.3. Contact the customer early
A timely check-in so the customer is not left wondering what happens next.4. Track why deals fall out
Record the reason each deal stalls or cancels, so patterns show up.Closing the gap after the signature is mostly a matter of ownership and a checklist.
1. Study the last ten
List the last ten deals that stalled or cancelled and write the reason beside each. Patterns show up fast.2. Define a complete sale
Write the short list of what must be collected before a deal counts as sold.3. Own the gap
Assign one person to every deal from signature to scheduled start.4. Contact the customer early
Send a plain message within a day that says what happens next and when.5. Review stuck deals
Look at deals that have waited more than a few days and decide the next action for each.Complete-sale checklist
Signed agreement received.
Contact details confirmed and best way to reach the customer.
Payment or financing details recorded.
Job details and scheduling constraints written down.
Next steps explained to the customer, with dates.
Legal cancellation rules vary by state and product, so confirm yours with an attorney.
JG looks at the path from signed deal to started job, finds where deals stall, and builds the checklist, owner, and tracking that close the gap. Legal cancellation rules vary by state and product, so check them with an attorney.
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