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ProGrad Training: Planning for Success<br />ProGrad Pty Ltd, Level 4, 171 Clarence Street, Sydney NSW 2000 Tel: 02 8235 83...
PLANNING FOR SUCCESS<br />Topics to cover:<br />Key Performance Indicators<br />Weekly Time Planner<br />Daily Goal Settin...
Key Performance Indicators<br />What are your key performance indicators?<br />How do you structure your time to ensure yo...
Setting realistic KPIsSome examples of tools which might help:<br />
Tool #1: Clear and defined KPIs<br />In short, there are two main KPI’s highlighted in this job description:<br />1) Lead ...
Tool #2: Monitor Conversion Ratios<br />The following are examples of conversion ratios:<br />Let’s assume you are given a...
Tool #3: work backwards to identify daily/ weekly goals<br />KPI’s need to be broken down into smaller, more manageable am...
Tool #4: Tracking Calls using Call Sheets<br />Try to use Call Sheets to monitor your own activity and conversion ratios. ...
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 outco...
Tool #5: Weekly Planner<br />A good idea is also to create a “weekly planner” to stay disciplined and productive…here is a...
Tool #6: Daily Goal Setting<br />Some people like to set themselves daily goals….<br />
Tool #7: Tracking KPIs<br />This is a method we use internally to monitor KPIs on a weekly and monthly basis<br />
Tool #8: Reviewing Performance<br />Try to keep track of your own performance to identify your own training needs and/ or ...
SUMMARY AND CONCLUSION<br />Set your KPIs in line with the expectation of your manager.  If you are unsure what this is, o...
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ProGrad Training Tools: Planning For Success

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ProGrad specialise in placing graduates into high profile B2B sales roles across a variety of industry sectors. To ensure the success of the graduates, ProGrad provide comprehensive training to cover all areas of professional communication, solution selling, negotiation and account management.

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ProGrad Training Tools: Planning For Success

  1. 1. 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 />
  2. 2. PLANNING FOR SUCCESS<br />Topics to cover:<br />Key Performance Indicators<br />Weekly Time Planner<br />Daily Goal Setting<br />Monitoring Your Performance<br />
  3. 3. 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 />
  4. 4. Setting realistic KPIsSome examples of tools which might help:<br />
  5. 5. 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 />
  6. 6. 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 />
  7. 7. 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 />
  8. 8. 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 />
  9. 9. 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 />
  10. 10. 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 />
  11. 11. Tool #6: Daily Goal Setting<br />Some people like to set themselves daily goals….<br />
  12. 12. Tool #7: Tracking KPIs<br />This is a method we use internally to monitor KPIs on a weekly and monthly basis<br />
  13. 13. 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 />
  14. 14. 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 />

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