AV Sales Training
Using the dashboard
Dashboard Example
The following is an example of using stat dashboard
prescriptions.
For this example assume the following chart results.
Promotion = Flat
Leads = Flat
Closes = Flat
$/Close = Skyward
Batting Average =
Still Upward
Sales = Still Upward
Begin evaluation with the most significant chart - the Sales
Chart.
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
you're doing
and do not change anything with regards to
$/Close.
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.
Do
more of what's working.
But do not make any drastic changes.
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
increased.
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
calls.
- Reallocate time spent web surfing to customer follow up.
- Increase focus on previous customers and their
referrals.
- Continue to present your best product and pursue custom
projects.
- Take additional batting practice -- A Sale in 5 Steps.
- Eliminate manufacturer leads.
Next
Employ your adjustment plan.
Continue your stat counts.
Prepare for the next cycle of assessment and adjustment.
Closed
You have created a strategic and tactical self-management
plan.
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.