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ProGrad Training: Planning for Success<br />ProGrad Pty Ltd, Level 4, 171 Clarence Street, Sydney NSW 2000 Tel: 02 8235 8300 Web: www.prograd.com.au<br />

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PLANNING FOR SUCCESS<br />Topics to cover:<br />Key Performance Indicators<br />Weekly Time Planner<br />Daily Goal Setting<br />Monitoring Your Performance<br />

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Key Performance Indicators<br />What are your key performance indicators?<br />How do you structure your time to ensure you will achieve your KPIs?<br />What are some of the challenges you (may) face in meeting the expectations of your manager?<br />How do you measure your performance at present?<br />

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Setting realistic KPIsSome examples of tools which might help:<br />

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Tool #1: Clear and defined KPIs<br />In short, there are two main KPI’s highlighted in this job description:<br />1) Lead generation 2) New Business Meetings attended<br />Keep your KPI’s realistic and attainable<br />

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Tool #2: Monitor Conversion Ratios<br />The following are examples of conversion ratios:<br />Let’s assume you are given a KPI (Key Performance Indicator) to ATTEND 4 new business meetings per week.<br />In order to attend 4 meetings per week, the job description recommends booking 6 meetings as some meetings may cancel or reschedule.<br />At the start of any professional sales role, you are starting to build a business network and so will require high activity in order to book these meetings. <br />In order to BOOK 6 meetings, you may need to speak to at least 15 key decision makers.<br />In order to speak to 15 key decision makers, you may need to make up to 120 – 200 calls.<br />Conversion rates need to be logged and monitored. Within three months, these ratios will be significantly different.<br />By logging conversion ratios, it is easy to identify how successful you are in your role, along with highlighting any training issues.<br />

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Tool #3: work backwards to identify daily/ weekly goals<br />KPI’s need to be broken down into smaller, more manageable amounts…for example:<br />If your Quarterly KPI is to attend 48 new business meetings<br />Your Monthly KPI would therefore be to attend 16 new business meetings<br />Your Weekly KPI would then be to attend 4 new business meetings<br />In order to attend this level of meetings, how many will need booking? In order to book that amount, how many people will you need to speak to?<br />

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Tool #4: Tracking Calls using Call Sheets<br />Try to use Call Sheets to monitor your own activity and conversion ratios. These are useful also to highlight any areas for training purposes<br />

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As an example, a call sheet would look a bit like this:<br />Just make a quick note of who you spoke to and what the outcome was. This ensures that activity can be seen at a quick glance.<br />

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Tool #5: Weekly Planner<br />A good idea is also to create a “weekly planner” to stay disciplined and productive…here is an example.<br />

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Tool #6: Daily Goal Setting<br />Some people like to set themselves daily goals….<br />

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Tool #7: Tracking KPIs<br />This is a method we use internally to monitor KPIs on a weekly and monthly basis<br />

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Tool #8: Reviewing Performance<br />Try to keep track of your own performance to identify your own training needs and/ or development in the role.<br />

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SUMMARY AND CONCLUSION<br />Set your KPIs in line with the expectation of your manager. If you are unsure what this is, or would like assistance, please ask ProGrad<br />Break your time into structured sessions, and STICK TO YOUR PLAN!<br />Track your own activity<br />Monitor and record your achievements (this will come in handy for identifying training and/ or your own personal development. This type of information is great for meetings with management)<br />