Hey Ash, I can see the example, and at the risk of sounding stupid, I’m not sure what they’re looking for, if it’s not this. I think the thing is, if you’ve mapped out your conversion rates, it’s pretty easy to see the activities that you should be doing. If you haven’t, track them for a month and then try to work it out. Then test it against what you’ve worked out and then see what it is and adjust. Some months are better than others, so then we need to add in fat for the other months. For eg, I know April is going to be terrible. We have basically two weeks of easter coming up and I already know anytime there is any event at all within our teams, our productivity drops dramatically. As an example, we had our awards two Thursdays ago. We normally do about 23-25 in a wee. We did 19 that week and the following week suffered as we only had 6 going into Friday so I called an emergency to get back up to 21 (happy with 20-25 for the week. So two weeks out is really going to screw us so I’ve prepped the team for that and upped the marketing spend during this time.
I really liked the ‘100 points to a good days work’ that the sales team at Bees Nees worked to that I took and made a BDM thing. I strongly believe that actions = results. So if they’re doing the actions, the results come. I think @rikki would have a copy. Perhaps that would help.
Mine is Number of signed listings, number of appraisals, cards sent, calls done, businesses met (2 x week). We do measure AMI which we audit weekly. Hope this helps!