Here's the core system for that scale (100+ leads/day, 20 reps, 10% close rate = roughly 10 deals/day):

1. Lead flow and routing

• Leads must be assigned within minutes, not hours. Speed to first contact is the single biggest lever on conversion.
• Use round robin or skill based routing in your CRM. No manual assignment at this volume.
• Every lead gets a source tag (channel, campaign, landing page) so you can see which sources actually convert.

2. Pipeline stages (keep it simple)

New → Contacted → Qualified → Demo/Proposal → Negotiation → Closed Won/Lost

Each stage needs a clear entry and exit criteria, or reps will fudge the pipeline and your numbers become useless.

3. Daily numbers to track per rep

• Leads assigned
• Contact attempts (calls/messages)
• Contact rate (% of leads actually reached)
• Qualified rate
• Meetings/demos booked
• Close rate
• Average response time to new lead

4. Team level dashboard (daily)

• Total leads in, leads worked, leads untouched (this one matters a lot, untouched leads = dying leads)
• Funnel conversion at each stage, not just final close rate. If contact rate drops, that's a different fix than if qualified-to-close drops.
• Speed to first contact, team average