Your Scorecard

As humans, we love seeing how we measure up against each other.

That’s also why sports are so popular, without a scoreboard you’d never know who’s winning, and there really wouldn’t be much motivation.

At every sporting event, there’s no denying who won and who lost.

The scoreboard tells you.

So why don’t we treat our business the same way?

Let me backup a second…

Most of us are pretty good at setting annual goals.

I want to have X number of dollars, X number of clients, or whatever by the end of the year.

That’s all good, but here’s the problem.

You set them in January, and then think there’s plenty of time to complete them.

A couple months go by, it’s April, and you still think there’s plenty of time.

You have a slow summer, start to panic, and now you’re just frustrated because you’re so far away from your goals.

Before I share with you what we use for a scorecard let me tell you why it’s so important.

Business is all about execution.

Pat‘s famous line of “you get paid for done.”

The problem with annual goal setting is there is really no sense of urgency, you don’t have to execute TODAY because you still see plenty of time left.

Because there’s no urgency you spend your days and weeks in a bit of a cruise control mentality and that causes you to waste time on things that don’t actually move you closer to your goals.

It bugs me that I see people arguing over which payment processor they should use, which client management software is better, or what time they should offer a session.

You’re thinking too small!

That stuff doesn’t move the needle.

While you’re arguing about Click Funnels or Lead Pages someone else is over here selling memberships and changing lives.

I think that behavior stems from a lack of discipline, a lack of focus, and a lack of understanding what is actually important.

So how do you fix it?

The scorecard.

It takes your annual and monthly goals and puts it into a daily and weekly snapshot.

There’s no denying whether you won or lost the day.

You’ll have some days that you don’t win, but that’s okay because it’s a daily and weekly scorecard, your urgency and drive are reignited the very next day.

So what does your scorecard look like?

I’m going to share mine, but please know, it’s the behavior that I want to instill in you, not the actual items on the scorecard.

Your business is different than mine, and thus, you may have a different scorecard.

So, what you want to do is break down your annual goals into monthly goals.

For example, if you want to add 60 clients in the next 12 months, that’s 5 clients this month.

If you want to make $120,000 this year, that’s $10,000 this month.

Once you have your goals broken down into monthly chunks, you put a score to each one.

**IMPORTANT NOTE: You want to use lead measures not lag measures.

Lead measures are things that predict the outcome, lag measures are scores that have already happened.

Example: A lag measure is retention rate. You can calculate it, but it’s a number based on the past. Instead, if you measure an attendance number, you know strong attendance can predict retention rate.

Here’s our Weekly Scorecard:

-12 Leads

-6 Success Sessions Showed

-5 New Clients

-Less Than 3 Cancel/Freezes

-Less than 20% showed less than 2x

That’s it.

Everything I do drives those five numbers.

Our admin fills this in every Friday and shares it with the team.

And if you want to take it a step further…

My admin and I know the daily breakdown of this…

She needs to get 2-3 leads per day

We need to have at least 1 Success Session every day.

We need to have at least one sale every day

etc, etc.

We also use the daily # as an overall daily sales goal.

Your daily # changes every day based on the previous day’s sales.

It looks like this:

Total Sales Goal – Projected EFT – Sales Month to Date / Days Left in the Month = Daily Number

Every day the team knows the daily number, we bring it up in the daily huddle, and we hit it 80% of the time.

This stuff isn’t rocket science.

But very few of us do it.

If you think about it, you do this stuff with your clients every day.

Mary wants to lose 60lbs.

You know if you want her to stay focused you’re going to have to break that down into manageable chunks.

That’s 5lbs a month over the next 12 months.

That’s just over a pound a week.

You got this Mary!

Your business is the same way.

I get the question every day…

How’d you get 300+ clients?

I got one yesterday, I’ll get one today, and I’ll get one tomorrow.

I keep myself and my team motivated by daily and weekly scorecards so we stay focused and know exactly what winning looks like.

By Doug Spurling