At the end of last year, we talked about what Scorecards are and how they can help provide clear communication, accountability, results tracking, and seeing issues before it’s too late. If this is your first time hearing about a scorecard, be sure to check out this article.
To grow your sales, you need a strategic plan. That plan is not only the thing you need to do to get there. You also need to track your sales weekly to be sure you are on track and meeting milestones along the way so you don’t get to the end of the quarter trying to play catch up. It also helps quantify your weekly activities so you can see sooner rather than later if you need to make adjustments.
Here are three tips to help you build your sales scorecard and crush your goals.
Break your big goal into smaller goals
You have come up with a goal for the year. Now it’s time to break it down into smaller chunks so you can be sure you are on track to meet your goal.
First, break it down into a weekly goal. If your sales goal for the year is $300,000, you will need $5,769.23 a week in sales to meet that goal. This will give your sales team an achievable short-term goal instead of looking at the $300,000 and wondering how they are ever going to get there.
What should you track to meet the goal?
Now you want to look at your sales process and reverse it to see what you need to do each week to achieve this goal. Everyone’s scorecard is different, but you should have 5-7 pieces of information you are tracking. Let’s look at a simple breakdown.
Let’s say your average party is $250. That means you will need to have at least 23 parties each week to hit your goal. Assuming your team closes 50% of the potential parties, you will need to have at least 46 proposals. If you know that two out of four calls/meetings gets you to the proposal stage, you will need to have at least 92 calls/meetings each week.
$5,769 Sales per Week < 23 Parties a Week < 46 Proposals a Week < 92 Calls Per week
Your scorecard would look something like this
Take time to think about what activities and key performance indicators (KPI) each person on your team should have to help you meet your goals. Have them visible so everyone is accountable for reaching the goal. Remember – accountability through visibility.
How to know it’s not working
Now that you have a Scorecard set up, it’s time to see if it’s working. If you apply conditional formatting to show as green when the goal was met or red when the goal is not met, you can easily see if the team is meeting or not meeting the goals.
If you are red for two weeks in a row, it means it’s time to take action! Look to see if your team needs a higher goal for outbound efforts. Check their sales process and shop your party booker to see if they are using the BDSQF. The key is to address the issue sooner than later.
If you don’t know where to start or just need help holding your team accountable, call or email us. We can help you get systems in place to crush your goals. 817-886-4840
