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BM_Optimization-metrics

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18 views

BM_Optimization-metrics

Uploaded by

edvardas.mdp
Copyright
© © All Rights Reserved
Available Formats
Download as PDF, TXT or read online on Scribd
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Optimization Model

Key Business Drivers and Action Plan

Company Name:
# of Salespeople:
Owner/Manager:
Working Days/Week:
Industry Sector:

Current Performance Optimized Target


Per Per Per Per Per Per Per Per Total
Stage Driver Increase
Mo. Wk. Day Person Mo. Wk. Day Person Increase
1. Increase leads Current # of new
and drive traffic leads/traffic

2. Increase Step 1: Contact


effectiveness of made (inbound/
sales process (% outbound)
and #s)
Step 2: Meaningful
Conversations

Step 3:
Appointments
booked/Opt Ins
Step 4: % Appts
held/Meaningful
Conversations
3. Increase Current % close and
sales conversion # of sales

4. Increase Current average


transaction value order value

5. Add More Value Follow up, give more, receive more


I. Current Additional
Sales % closed
through follow up
on declines and
cancels
II. Current Follow Up
for Referrals.
% of Conversion

Monthly Revenue
Annual Revenue
Business Impact 10
Value At Time of Sale:
Multiple Impact

BUSINESS MASTERY ADVANCED BUSINESS SKILLS 137


1 Increase Leads and Drive Traffic
# Action Item Impact Probability Owner Deadline Resources/Notes
1
2
3
4
5
6
7
8

2 Increase the Effectiveness of Your Sales Process


Driver 1: Increase the Number of Contacts Made (Inbound/Outbound)

# Action Item Impact Probability Owner Deadline Resources/Notes


1
2
3
4
5

Driver 2: Increase the Number of Meaningful Conversations

# Action Item Impact Probability Owner Deadline Resources/Notes


1
2
3
4
5

Driver 3. Increase the Number of Appointments Booked/Opt Ins

# Action Item Impact Probability Owner Deadline Resources/Notes


1
2
3
4
5

Driver 4: Increase the Number of Appointments Held/Meaningful Conversations

# Action Item Impact Probability Owner Deadline Resources/Notes


1
2
3
4
5

138 BUSINESS MASTERY ADVANCED BUSINESS SKILLS


3 Increase Your Sales Conversion
# Action Item Impact Probability Owner Deadline Resources/Notes
1
2
3
4
5

4 Increase Transaction Value


# Action Item Impact Probability Owner Deadline Resources/Notes
1
2
3
4
5

5 Add More Value: Follow Up, Give More, Receive More


I. DELIVER “RAVING FAN” IMPECCABLE SERVICE

Driver 1: Current Additiional Sales % Closed Through Follow Up On Declines and Cancels

# Action Item Impact Probability Owner Deadline Resources/Notes


1
2
3
4
5

Driver 2: Current Follow Up For Referrals, % of Conversions

# Action Item Impact Probability Owner Deadline Resources/Notes


1
2
3
4
5

BUSINESS MASTERY ADVANCED BUSINESS SKILLS 139

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