Improvement Opportunity Chart

 

 

 

Performance Measures

This

Month:

 

 

 

Opportunities for Improvement

 

Competencies to Concentrate On

 

 

 

 

Average order size:

 

 

 

 

 

 

Average number of

  orders per week:

 

 

 

 

Average length

   of  schedules:

 

 

 

 

Average number of

    spots per order:

 

 

 

 

Average rate:

 

 

 

 

 

 

Average share of

   budget per order:

 

 

 

 

Average number of

   contacts *  per week:

 

 

 

 

Average number of

   appointments * per week:

 

 

 

 

Contacts/Appointments

    ratio:

 

 

 

 

Average number of  

   presentations * per week:

 

 

 

 

Closing ratio (orders/

   presentations ratio):

 

 

 

 

 

 

 

 

* Contacts = prospecting call trying to set up an appointment.  Appointments = A qualifying, identifying problem, or servicing call, not a call on which you expect to get an order.  Presentations = A call on which you present something (an idea, a promotion, or a proposal) and on which you could possibly or expect to close a sale.  A presentation call could be a negotiation.