3. Weekly Contacts & Appointments
80 Weekly Contacts…Phone, Cold Calls,
Letters, etc…
10 Weekly Appointments with Key
Decision Makers.
These activity standards are required for success,
and are the minimum standard for measuring
performance.
4. Prospect Identification
Adding 2 Prospects daily is a minimum
standard for measuring performance.
8 to 10 New Prospects Weekly is a
Performance Benchmark for Every Sales
Professional of our organization.
5. Proposed Revenue
Proposed Revenue will be 7 times
Monthly Plan of $35,000.
You should have $245,000 of proposed
revenue in the funnel at all times
ensuring the achievement of your
revenue plan.
Success Metrics for Proposed Revenue will be
measured at a minimum of 7 times plan.
6. Forecasting Sales
Forecasting Sales Revenue with a
minimum of 80% Accuracy within 30
days.
If we do not ask when the prospect
wants to implement the installation, we
can’t possibly forecast the account
accurately.
Owning our Sales Forecasts with 80% accuracy is
the Benchmark for successful Sales
Professionals.
7. Sales Results
Sales Revenue of $35,000 is the
Minimum expectation of Sales
Professionals not the target.
$35,000 is the benchmark for Measuring success
for Sales Professionals.
8. Compass Updates
Updating Daily Activity Results at the end
of each day is measure of success for
Sales Professionals.
Information Management is the Key to successful
territory management.
9. What This Means
High Standards produce great success!
Everyone must be committed to and achieving
agreed-upon minimum standards of performance.
Accountability for performance standards will be
raised.
Successful outcomes are a result of intentional
activities.
10. Next Steps
These minimums will be achieved by
every sales person.
Daily accountability meetings will be
implemented for team members below
minimum levels.
Corrective action plans will be instituted
for habitual activity under-achievers.
