Ed's AV Handbook.com
Home Theater & High Fidelity Stereo Audio

Chapter Nine
AV Sales Training

Page 4

Batting practice for the audio/video pro and a primer for the novice 

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Sales Dashboard

          Convert each of the 7 stat results to points on a line chart.  One chart for each stat.  
Over several periods
(weekly, monthly, quarterly, annually) the 7 charts develop into a 
'stat dashboard gauge' that illustrates your history and condition.  A chart’s slope is also a predictor of the stat's direction with a corresponding prescribed plan of action.

  1. Promotion - its direction predicts leads.
  2. Leads - its direction predicts presentations.
  3. Presentations - its direction predicts closing opportunities.
  4. Batting Average - its direction predicts closes.
  5. Closes - its direction predicts sales.
  6. Dollars per Close - its direction predicts sales productivity
  7. Sales - its direction predicts your paycheck.
Confirm the direction of each Chart's slope and apply its prescription:

1. If a Chart’s direction is at steep
skyward inclination,
    Then keep doing what you do.
Do not change anything.

2. If a Chart’s direction is less than skyward but still upward,
    Then look at the tactical areas that affect that chart.
    Keep doing what’s working and do more of that.
    Do not make any drastic changes.
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3. If a Chart’s direction is flat,
    Then 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,
    Then reevaluate the tactical areas that affect the stat.
    It’s time to change tactics.

5. If the direction of a Chart is as a dive-bomber,
     Parachute out.  You need a new strategic plan.

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Ed's AV Handbook.com
Batting Practice for the AV Pro and a Primer for the Novice.
Copyright 2007 Txu1-598-288   Revised 2018