Presented by Mike Searls

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