This document provides guidance on setting measurable and achievable goals using dashboards. It recommends: 1) Choosing goals that are dollar-based and timebound. 2) Breaking annual goals down by month to account for seasonality, then assigning portions to individual salespeople and revenue sources. 3) Creating dashboards to publicly track goal progress, hold people accountable, and drive mid-course corrections to help ensure goals are met. Dashboards are presented as an effective management tool when used regularly.

4. PUMP UP YOUR GOALS!
• You know the drill: measurable and tangible or else it’s a
wish
• Dollar and date
• Don’t worry about whether or not it is
possible….it is. The only limitation is probably your
thinking
• Internal (private) and external goals.
• Set up a measurement and accountability
system (Dashboards)

5. ….Like a magnet
• Goals and targets are like magnets
– They pull you towards them
– They pull you through!
• But, you must make them into a useful tool
that informs, motivates and directs

6. Let’s make your goal measurable
• Pick a goal
– We’ll use monthly revenue for this exercise
• Set a 12 month goal that will get you where
you want to go (see previous goal sessions)
Goal in next 12 mo $10,000,000

7. Break it down
• Break it down by month…how much each
month?
– Use seasonality
– Industry norms
– Historical results
• 5% Jan = $xx.xx
• 7% Feb = $xx.xx
• 3% Mar = $xx.xx
• Etc…

8. Workshop
Revenue Goal % $
January 5% $500,000
February 4% $400,000
March 6% $600,000
April 2% $200,000
May 4% $400,000
June 7% $700,000
July, etc 3% $300,000

9. Let’s make your goal tangible
• Let’s go deeper, now break it down by sales
person
– Sales Person A: 70%
– Sales Person B: 30%
Revenue Goal % $ Salesperson A Salesperson B
January 5% $500,000 $350,000 $150,000
February 4% $400,000 $280,000 $120,000
March 6% $600,000 $420,000 $180,000
April 2% $200,000 Etc. Etc.
May 4% $400,000 Etc. Etc.
June 7% $700,000 Etc. Etc.
July, etc 3% $300,000 Etc. Etc.

10. ….one more step
• Now, let’s break it down by product line or
revenue source
– Product A: 30%
– Broduct B: 20%
– Service A: 10%
– Service B: 40%

11. It might look like this
Revenue Sales Sales Product Product
Goal % $ person A person B A B
January 5% $500,000 $350,000 $150,000 $400,000 $100,000
February 4% $400,000 $280,000 $120,000 $200,000 $200,000
March 6% $600,000 $420,000 $180,000 $360,000 $240,000
April 2% $200,000 Etc. Etc. Etc. Etc.
May 4% $400,000 Etc. Etc. Etc. Etc.
June 7% $700,000 Etc. Etc. Etc. Etc.
July, etc 3% $300,000 Etc. Etc. Etc. Etc.

12. A Game Changer….The Dashboard
• What is a dashboard
• Why use a dashboard
– Accountability
– Goal Setting
– Company measure
– Success/failure meter
– Drive decisions

13. The Dashboard

14. The Dashboard

15. The Dashboard

16. The Dashboard

17. The Dashboard

19. How to use a Dashboard
• Daily feedback to the company
• Weekly / Monthly sales meetings
• With your outside sales reps as well!
• Make sure it is easy to generate
• Make sure it is accurate
• Make it visual
• Make sure EVERYONE see’s it
– Your low performers will hate it…you top performers
cant’ wait to get it!

20. Rinse and repeat: Goal Examples
• Revenue • # Calls Made
• Profit Margin • # Appointments Set
• New Account • Closing Ratio
• Lost Customer • Product Line Sales
• Assets Raised • Inventory Turn Rate
• Return on Investment • Employee Proficiency
• Return on Assets • Days without an accident
• Defective Rate • # Leads generated
• Return Rate • Marketing cost per lead
• Customer Score

21. Step by Step
1. Pick a goal
2. Set a 12 month goal
3. Break it down by month…how much each month?
– Use seasonality / Industry norms / Historical results
4. Break it down by salesperson
5. Break it down by product line or revenue
source
6. Create Dashboard
7. Use it everywhere

22. Mid Course Corrections

23. A Dashboard is a STICK
(especially if you have buy-off on
the front end)

24. www.SuccessTrainingSystems.com