Guide · Sales and booking
Held, no-show and the sales report: how to read a booking funnel
In short
Count every step against the leads that came in during the period, not against the meetings that happened in it. Mark every meeting held or no-show the same day, read each step as a share of the one before, and split by source, ad and host before you change anything. Small numbers move a lot, so wait for enough leads.
Reviewed 10 November 2026. Terms used: Lead scoring, Sales pipeline stages.
Seven steps to a funnel you can act on
For the sales manager whose leads book meetings in the chat and who wants to know where they drop off.
Count by when the lead came in
Take the leads created in a period and ask how far each one has got. Then a meeting next week still counts for the lead that booked it this week, and every step is measured against the same people.
The catch: a recent period keeps changing as its leads book, turn up and buy. Compare periods that have had time to finish.
Write down what each step means
Qualified, booked, held, no-show and won need one meaning each, written where the team can see it. “Booked” can’t mean “we talked about a time”, and “won” is a deal marked won, not a promise.
Mark every meeting the same day
A meeting nobody marked is neither held nor a no-show, so the funnel stops at booked and the no-show rate looks better than it is. Ask hosts to mark the outcome before they leave for the day.
Read each step against the one before
Won out of all leads hides where they leave. Won out of meetings held, held out of booked, booked out of qualified: the step with the biggest drop is the one to work on.
An example month 40 leads → 18 qualified → 12 booked
12 booked → 8 held, 2 no-shows, 2 still to come
8 held → 3 won
No-shows: 2 of the 10 meetings that were due
Count no-shows only against meetings that were due
A meeting that hasn’t happened yet is neither. Count no-shows against held plus no-shows, so next week’s meetings don’t make this week look good.
Split by source, ad and host before you act
One ad can bring many leads and few meetings that happen; one host can have more no-shows because of the times they offer. Look at the rows before you blame the whole funnel.
With a handful of leads in a row, one customer changes everything. Wait for a month of leads before you move money between ads.
Fix one leak, then look again
Fewer no-shows usually come from reminders and an easy way to move the meeting. Fewer bookings from qualified leads, from offering times sooner. Change one thing, and compare the next finished period with the last.
How it works in Axonave
Reports → Sales, from the first message to a won deal.
In Axonave, Reports → Sales takes the leads created in the period you choose, up to a year, and shows how far each has got so far: AI-qualified (the chatbot first rated it hot or warm), booked, held, no-show and won (a deal of the lead’s marked won). Each step is a share of the one before, and the no-show rate counts no-shows against held plus no-shows; a no-show the host swapped to held counts as held. Rows split it by source, by click-to-WhatsApp ad, by interest and by the host of the lead’s first meeting, and you can filter by source. Each step is stamped on the lead once, when it happens. After every meeting the host gets one bell, “How did it go?”, and marks it held or a no-show; nothing is marked by itself.
- Leads from an ad keep the ad they came from
- A no-show gets one offer of a new time
- Each meeting on the lead’s timeline too
Reports → Sales in Teras Home, our demo workspace: the last 30 days’ leads, AI-qualified, booked with its no-shows, and won, the funnel step by step against the step before, and the first rows by source. The numbers are the demo workspace’s seeded leads.
Common questions
Why did last month’s numbers change?
Because the report follows the leads that came in during the month. When one of them books, turns up or buys later, the month’s numbers move with it.
Does a meeting count as held by itself?
No. The host marks it held or a no-show after the meeting. Until then it counts as booked only.
What counts as AI-qualified?
A lead the chatbot rated hot or warm, the first time it did. A rating a person gave doesn’t count as the AI’s.
Can we see which ad brought meetings that happened?
Yes. Leads from a click-to-WhatsApp ad keep the ad, and the report has a row for each ad.
How is the no-show rate worked out?
No-shows out of meetings held plus no-shows. Meetings still to come aren’t in it.
See it working with your own customers.
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