Sales-Floor Glossary

The annualized first-year premium of a life insurance policy. If a client pays $100/month, the ALP is $1,200. Life insurance agencies measure agents, teams, and cap promotion against ALP rather than total premium because it normalizes monthly vs annual payment modes.

A three-letter sales code used in life insurance agency communication to log a closed application (e.g. Mutual of Omaha OTS). The number preceding the code is the application's ALP. Example: 2200 OTS +3 = $2,200 ALP, three apps written.

A permanent life insurance policy whose cash value is credited based on an equity index's performance, with a floor and a cap. IUL is a high-margin product line for many life insurance agencies and a frequent top-product metric.

Life insurance for a fixed period (10, 20, 30 years). Lower premiums than permanent insurance; no cash value. Term is the volume product for most life insurance agencies.

A life insurance product positioned to pay off a homeowner's mortgage if they die during the policy term. A common lead-generation entry product for many insurance agencies.

A career milestone in life insurance: when an agent's writing volume crosses a 'cap' that triggers a promotion to the next contract level. Cap promotion tracking is a major focus for IMOs (Independent Marketing Organizations) measuring agent growth.

A focused outbound block — typically 60 minutes — during which a sales team makes dials, follows up on leads, or pushes for closes. Power Hour participation, dials made, and outcomes are coached at sales-floor level rather than per-rep.

The total commission earned by a real estate brokerage on a closed transaction, before splits with the listing agent, buyer agent, or brokerage. GCI is the primary production metric for real estate teams.

The percentage of GCI a real estate agent keeps vs the brokerage. A 70/30 split means the agent keeps 70% of their GCI. Splits change with experience, production volume, and brokerage cap structures.

Personal contacts a real estate agent makes with their 'sphere of influence' (past clients, friends, family). Daily sphere-touch counts are a leading indicator of future referrals.

The percentage of mortgage loan applications that close. A loan officer with 20 applications and 12 closings has a 60% pull-through. Pull-through is the primary efficiency metric for mortgage origination, separate from total volume.

The credit-and-risk review step in a mortgage application. U/W conditions are the documents or clarifications an underwriter still needs before approving the loan. Conditions outstanding by LO is a leading indicator of close-on-time performance.

The date a borrower's interest-rate lock expires. Loans not closed by that date need a relock (often at a worse rate). Lock-expiration exposure by LO is a major floor-coaching metric.

The real estate agent who referred a borrower to a loan officer. Tracking referral-source quality (close rate by realtor, average loan size by realtor) lets LOs invest where it pays.

The average gross profit per vehicle sold at an auto dealership. Typically reported as Front-End PVR (gross on the vehicle itself) and F&I PVR (gross on warranty, GAP, and service products). PVR is the primary efficiency metric for variable operations.

The rotation of which auto-dealership salesperson takes the next walk-in customer ('up'). A digital up log tracks who took which up, the outcome (sold, lost, no decision), and time-to-engagement. Critical for fairness and accountability on a dealership floor.

Vehicles sitting on an auto dealership's lot beyond a target days-on-lot threshold (commonly 60 or 90 days). Aged units carry higher carrying cost and typically discount harder. Aged-inventory exposure by salesperson is a common floor accountability metric.

The dealership team that handles internet and phone leads (vs walk-in 'ups' on the floor). BDC vs Floor performance comparison is a standard variable-ops dashboard view.

The dealership department that handles loan structuring, warranty (VSC), GAP, and other back-end products after the vehicle sale. F&I PVR is the primary efficiency metric for the F&I office.

An extended warranty product sold in F&I. VSC penetration (percentage of vehicles sold with a VSC attached) is a leading F&I revenue metric.

An F&I product that covers the difference between a vehicle's actual cash value and the remaining loan balance if the vehicle is totaled. Common attach in F&I after VSC.

A graduate-level certified clinician who designs and supervises ABA therapy programs. BCBA supervision percentage measures how much of a Behavior Technician's billable hours are supervised by a BCBA — a key compliance metric for ABA clinics.

The direct-care clinicians who deliver ABA therapy sessions under a BCBA's supervision. RBTs are certified by the BACB. 30-60-90 day retention of BTs is a leading indicator of clinic health.

The percentage of insurance-authorized therapy hours that a clinic actually delivers in a given month. A 100-hour authorization with 85 hours delivered is 85% utilization. Low utilization risks insurer audit and lost revenue.

Current Procedural Terminology codes used to bill insurance for ABA therapy. 97153 = adaptive behavior treatment by RBT. 97155 = treatment direction by BCBA. 97156 = family adaptive behavior treatment guidance. Tracking by code is essential for clinic revenue and compliance.

In ABA therapy, the percentage of programmed treatment goals a client has achieved. Goal mastery rate is the primary clinical outcome measure and a leading indicator of parent and funder satisfaction.

A formal solicitation by an advertiser (or their agency) for media proposals from sellers. RFPs include flight dates, budget, audience targets, and brand-safety requirements. RFP velocity is a leading indicator of ad-sales pipeline health.

The signed contract that closes an advertising deal — converting an RFP into committed revenue. IO conversion rate (percentage of RFPs that become IOs) is the primary close-rate metric for ad sales.

The ratio of pipeline value to remaining quota. A rep with $300K of pipeline against $100K of remaining quota has 3× pipeline coverage. 3–4× coverage is typical health for ad sales and many B2B sales motions.

Sales forecasting categories. Commit deals are highly probable closes (typically >80% confidence). Best-case deals are stretch outcomes. Tracking commit vs best-case separately is the foundation of disciplined ad sales forecasting.