Ed's
AV Handbook
Batting practice for the AV Professional
and primer for the novice
Chapter
10 Page 4
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. Begin with the 1st item & continue until completed. Also add the following five abbreviations at the bottom of the list.
Then calculate the following two stats.
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.
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.
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. Begin with the 1st item & continue until completed. Also add the following five abbreviations at the bottom of the list.
- P = Promotions completed (customer phone calls emails & letters, advertising, events, etc.)
- L = Leads produced
- Pr = Presentations made
- C = Closed sale
- $ = Sales amount
- 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 $.
Then calculate the following two stats.
- Batting Average (closes ÷ presentations)
- Dollars per Close ($ales ÷ closes)
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.
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.
Ed's AV Handbook
Copyright 2007 Txu1-598-288 Revised 2021
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2 AV Physics
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5 The AV System Sequence
6 The Room, Speaker, & TV
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8 Home Theater by Design
9 AV Sales Training
10 AV Business & Marketing
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