AV Business & Marketing
assess & adjust
continued
The
Micro Audit
The micro audit is a statistical exam of the fundamentals that
drive the P&L and the Balance Sheet. The data
includes
the number of completed promotions, generated leads,
presentations, closes, $ales, batting average, and
dollars per close.
The micro audit begins with The To-Do List.
The 'To-Do List' and
the stat counts
Initiate the stat exam with the assistance of
a daily To-Do List that includes:
a. People to
call.
b. Projects
to address.
Prioritize the list.
Add the following
five statistical abbreviations
at the bottom of the list.
Return to execute the 1st
item on the list. Continue to the next
until completed.
- P
= Promotions completed (customer
phone calls emails & letters, advertising,
events, etc.)
- L
= Leads produced
- Pr
= Presentations made
- C
= Closed sale
- $
= Sales amount
Keep a daily count of each stat with simple pencil
marks.
- Run an ad, make a mark under P.
- Place a customer phone call,
make a mark under P.
- Send a thank you letter,
make a mark under P.
- Get a lead, make a mark
under L.
- Make a presentation, make a
mark under Pr.
- Close a sale, make a mark
under C
- And note $ales
amounts under $.
Tally
each stat count weekly, monthly,
quarterly, annually.
In addition, add and calculate the following
two stats.
- Batting
Average (closes ÷ presentations)
- Dollars
per Close ($ales ÷ closes)
Stat
charts
Convert the 7
stat results to points on a line chart -- one chart for
each stat. Over several periods the charts
develop into a dashboard that illustrate each stat's
history and condition. A chart’s slope or
direction is also a predictor of the future.
- Promotion
- its direction predicts leads.
- Leads
- their direction predicts presentations.
- Presentations
- their direction predicts opportunities to close.
- Batting
Average - its direction predicts closes.
- Closes
- its direction predicts sales.
- Dollars
per Close - its direction predicts sales
productivity
- Sales
- its direction predicts the direction of the
P&L and the Balance Sheet.
Chart
prescriptions
The following are the prescribed plans of action for a chart's
direction.
1. If a Chart's direction is at a steep skyward
inclination:
- Keep doing what you’re doing.
- Do not change anything.

2. If a Chart’s direction is less than skyward but
still upward:
- Look at the tactical
areas that affect that chart.
- Keep doing what works
and do more of that.
- Do not make any drastic
changes.

3. If a Chart’s direction is flat:
- Look at the tactical
areas that affect that chart.
- Do more of what works.
- Eliminate what does not
work.

4. If a charts direction has a downward
slope:
- Reevaluate each tactical
area of the market plan that affects that stat.
It is
time to change tactics.

5. If the direction of a Chart is dropping as a dive-bomber:
- Parachute out.
Change your strategy and or tactics.
