Most owners know their bank balance and little else about how the week went. A scorecard fixes that. It is one page, read every Monday by the people who can act on it, and it takes ten minutes once it is set up.
The five numbers
New enquiries. How many people asked about buying from you last week, and where they came from.
Time to first reply. The average time between an enquiry arriving and someone speaking to the customer. This is usually the cheapest number to improve.
Conversations held. Calls, visits or meetings where a real sales conversation took place, not messages sent.
Sales closed. The number of sales and their total value, so you can see the average order as well as the count.
Cash in. What was actually paid into the account, which is not the same as what was sold.
How to use it
Keep the same five numbers every week so the trend shows. When one moves, ask why before you change anything. A drop in sales with steady conversations points to the pitch or the price; a drop in conversations points to the follow-up. Change one thing at a time, then watch the number for a month.
If you would like help setting one up for your business, book a Sales Review.