The following is an example of using stat dashboard
For this example assume the following chart results.
Promotion = Flat
Leads = Flat
Closes = Flat
$/Close = Skyward
Batting Average =
Sales = Still Upward
Begin evaluation with the most significant chart - the Sales
Still Upward Sales Chart
but not skyward.
Engage the still upward prescription.
Do not make any drastic changes. Do
more of what works
Look at the positive tactical areas that affect sales.
They are $/Close & Batting Average.
Therefore do more of $/Close and Batting Average.
Skyward $/Close Chart
Engage the skyward prescription.
Keep doing what
and do not change anything with regards to
You have been closing more custom projects
and exposing customers to your best product.
Therefore continue as is.
Still Upward Batting Average Chart
Engage the upward prescription.
more of what's working
. But do not make any
Batting average is upward because you have
been effectively using A Sale in 5 Steps.
Therefore take more batting practice --
re-read the 5 Steps.
Flat Promotion, Leads, & Presentations Charts
Engage the Flat prescription for each chart.
Therefore do more of what works &
eliminate what does not work.
Flat Promotion Chart
Follow up thank you letters and emails have
Follow up phone calls are down because you
have been web surfing.
Time invested in contacting manufacturer's
advertising leads have been unproductive.
Therefore eliminate unnecessary web surfing
and drop the unproductive manufacturer leads.
Reallocate this time to more follow up
thank letters, emails, and phone calls.
Flat Leads Chart
Leads from customer follow-up phone calls
and their referrals have been very productive.
But again, manufacturer leads have not.
Therefore add more focus on customer
follow-up phone calls and their referrals.
Eliminate manufacturer leads.
Flat Presentations Chart
Presentations to previous customers and
their referrals are very productive.
Presentations resulting from manufacture
advertising leads have not.
Therefore add more focus on previous
customer and their referrals.
Eliminate emphasis on manufacturer
'wild-goose' lead presentations.
To Sum Up
Add the revised plan to your To Do List
- Increase follow up thank you letters, emails, and phone
- Reallocate time spent web surfing to customer follow up.
- Increase focus on previous customers and their
- Continue to present your best product and pursue custom
- Take additional batting practice -- A Sale in 5 Steps.
- Eliminate manufacturer leads.
Employ your adjustment plan.
Continue your stat counts.
Prepare for the next cycle of assessment and adjustment.
You have created a strategic and tactical self-management
The stat dashboard puts you in control.
You are proficient in the five steps of selling.
You have a good grasp of the first 8 Handbook chapters.
You can now confidently state that you know your song well.