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 refocus, reengage, or change, your tactics.
- If a Charts' direction is as a DIVE-BOMBER,
Then parachute out. You need a new plan.