Here are some important questions to ask yourself about the results from the Report Summary:
- Did you reach your revenue targets? Overall? For Prospects, Referrals and New Business? Which area needs the most improvement? Which area should you focus on more?
- Is your marketing budget reasonable, considering how much you have increased your revenues?
- Did you grow your Client List, specifically your "A" client list?
- Did you grow your Prospect Lists? Were they mostly "A" Prospects?
- Did you improve your meeting ratios? If not, perhaps you need to find out why there is less of a response. Try to rework your "call to action" when trying to get people to come to meetings.
- Did you improve your closing ratio? Work on your selling skills and your sales process. Are they in line with your positioning statement? Is your message consistent? Are you meeting with the right people?
- Did you get enough new clients to meet your revenue goals, or was your average revenue higher, or vice versa.
You can use the Report Summary, as well as other spreadsheets, to analyze your performance and details of how your business generates revenue. Remember, this information is only useful if you use it to improve your market planning.
