Batting practice for the AV Professional
and primer for the novice
9 Page 4
AV Sales Training The sales dashboard
Assess and Adjust
Convert each of the 7 spreadsheet column stat totals to points
on a line chart, a chart for each stat. Over several
periods - monthly, quarterly, annually - the charts develop
into a 'Stat' dashboard gauge that illustrates the stat's
history and current condition. The slope of each
stat-chart is also a predictor of that stat chart's direction
with a corresponding prescribed plan of action.
Promotion -- its direction predicts leads.
Leads -- its direction predicts presentations.
Presentations -- its direction predicts closing
Batting Average -- its direction predicts closes.
Closes -- its direction predicts sales
Dollars per Close -- it directions predicts sales
Sales -- its direction predicts your paycheck.
Confirm the direction of
each chart's slope and then apply its appropriate
prescription from the following:
If a Chart's direction is at a steep SKYWARD
Then keep doing what you do.
Do not change anything
If a Chart's direction is STILL UPWARD but less
Then look at the tactical areas of that chart.
Keep doing what's working.
And do more of that.
Do not make any drastic changes.
If a Chart's direction is FLAT,
Then look at the tactical areas that affect that
Do more of what works.
Eliminate what does not work.
If a Chart's direction has a DOWNWARD SLOPE,
Then reevaluate the tactical areas that affect the stat.
It's time to change tactics.
If a Charts' direction is as a DIVE-BOMBER,
Then parachute out. You need a new plan.