Create a Scorecard for Yourself
Mar 31, 2022
Most sales managers will ask their salespeople to create an annual business plan comprised of goals, objectives, and tactics to execute throughout the year. Some firms will get together with their sales associates every month or every quarter to review their progress and encourage changes in their approaches if they aren’t hitting their goals.
Unfortunately, this is not the most efficient way to manage goals and is rarely successful. Most salespeople fall short at the end of the year while many never look at their business plan once they submitted it to their sales managers.
For a business plan to be successful, you need to set up a scorecard that will outline all of your activities on a daily, weekly, and monthly basis which will enable you to measure your results. Your personal scorecard should include goals, activities, measurables, and then weekly dates.
Measurables can include sales calls, sales touches, sales meetings, proposals, network events contacting existing customers, closed business, customer problems, and accounts receivables.
Next to the measurables, you list your goal for each, followed by weekly results.
Attach your scorecard to your business plan so that you can gauge monthly, quarterly, mid-year, and annual goals that are established in your plan.
For a scorecard to work, it must be something you look at daily. I recommend you revisit the scorecard first thing in the morning and again in the evening. If you start falling behind, you can adjust the following day to get back on track.
With all the tools available on customer relationship management (CRM) platforms, creating and maintaining a scorecard is easy. The real work is committing to it and sticking with it each day until the year is over. Then you begin again in the new year.
I guarantee that if you stick with this, you will have a better shot at hitting your annual business goals and possibly exceeding your expectations. Your sales manager will be happy because you will make their lives easier as they will learn that they have a salesperson they can count on.
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Written by: Hans Hansson
Hans Hansson is President of Starboard Commercial Real Estate. Hans has been an active broker for over 35 years in the San Francisco Bay Area and specializes in office leasing and investments. If you have any questions or comments please email [email protected] or call him at (415) 765-6897. You may also check out his website, https://www.hanshansson.com