Home Service Sales Statistics
Interpret published sales figures alongside your own lead, estimate, appointment, and completed-job results.
Explore ProspectBossWhich home service sales statistics are most useful?
Useful statistics explain a specific stage of the sales process: where inquiries originate, how often prospects are reached, how estimates convert, and what becomes completed work. A figure is most informative when its population and denominator are clear.
Reported quote win performance
Jobber’s 2026 report says 69% of surveyed pros reported winning more than half their quotes. This is a share of respondents, not a 69% overall close rate.
Repeat business as a lead source
Repeat customers were a top lead source for 59% of respondents; referrals separately registered 59%. These are not percentages of all jobs.
What should a contractor take from these findings?
A practical interpretation is to measure both acquisition and the existing customer relationship. Keep source reporting separate from conversion reporting so a strong source is not credited for outcomes it did not produce.
For example, a referral may become an inquiry, then an estimate, and later a paid job. Those stages belong to one opportunity rather than three separate wins.
Map sales statistics to the right stage
| Stage | Metric | Reporting rule |
|---|---|---|
| Inquiry | Eligible leads by source. | Resolve duplicates and document how source is assigned. |
| Conversation | Unique intended contacts reached. | Separate contact from dial volume. |
| Estimate | Accepted opportunities ÷ quoted opportunities. | Use the same cohort; state how pending decisions are handled. |
| Completion | Jobs delivered from the cohort. | Do not count canceled bookings as completed work. |
| Payment | Collected revenue net of refunds. | Keep invoiced revenue and cash collection distinct. |
Example: why sales percentages need labels
Hypothetical example. A business receives 100 eligible inquiries. Sixty receive quotes, 24 accept, and 20 jobs are completed within the observation window.
- Quote acceptance rate: 24 ÷ 60 = 40%.
- Inquiry-to-completed-job rate: 20 ÷ 100 = 20%.
Neither percentage is wrong. Calling both “the sales conversion rate” hides the stage being measured.
Compare similar work before setting a target
Separate emergency repairs, planned improvements, and recurring services. Review job size, source, decision timing, and capacity alongside the percentage.
A high close rate can still produce weak margins. A lower close rate may reflect a different opportunity mix rather than poor sales execution. Diagnose the cause before changing the offer.
Frequently asked questions
Can an industry survey predict our close rate?
No. It provides context from a defined sample. Your service mix, prices, lead sources, and operating process determine how comparable that sample is.
Should pending estimates count as lost?
Keep pending status visible. Define a consistent observation window and distinguish decisions already made from opportunities still awaiting an outcome.
What should accompany a sales percentage?
Include the underlying counts, reporting dates, population, stage definition, and exclusions. These details make the result interpretable.
Source: Jobber 2026 Home Service Trends Report. Survey: 1,050 U.S. owners, December 2025. Figures are self-reported survey findings, not ProspectBoss results.
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