Comments on: Attention Vice Presidents, Presidents and CEOs: What Do You Keep Track of? http://www.marcresearch.com/blogs/merrill/2007/03/09/attention-vice-presidents-presidents-and-ceos-what-do-you-keep-track-of/ The thoughts and experiences of Merrill Dubrow Sat, 31 Jul 2010 16:33:08 -0500 http://wordpress.org/?v=2.8.4 hourly 1 By: Lance Hoffman http://www.marcresearch.com/blogs/merrill/2007/03/09/attention-vice-presidents-presidents-and-ceos-what-do-you-keep-track-of/#comment-4119 Lance Hoffman Sat, 17 Mar 2007 02:55:07 +0000 http://www.marcresearch.com/blogs/merrill/2007/03/09/attention-vice-presidents-presidents-and-ceos-what-do-you-keep-track-of/#comment-4119 I track a few things. I track how many client/prospect calls/contacts each salesperson makes per week (broken down by day), in order to offer insight into their bidding/win activity (which I obviously also track). I keep a close eye as well on how many new clients are bought in every month, as diversification of our client base is a huge foundation in the continued growth of our (or any) company. Alot of what you mentioned I track, such as: Client win ratio Salesperson win ratio Yield (margin) per job/per salesperson/per client Total $$$ amount of outstanding business Most of the above is tracked on either a weekly basis, monthly basis, or job specific basis. If you want to try and insure that you meet or exceed yoru goals, you need to be on top of the process so that you don't end up in a situation where without tracking, you just gave yourself enough rope to hang yourself. I track a few things. I track how many client/prospect calls/contacts each salesperson makes per week (broken down by day), in order to offer insight into their bidding/win activity (which I obviously also track).

I keep a close eye as well on how many new clients are bought in every month, as diversification of our client base is a huge foundation in the continued growth of our (or any) company.

Alot of what you mentioned I track, such as:

Client win ratio

Salesperson win ratio

Yield (margin) per job/per salesperson/per client

Total $$$ amount of outstanding business

Most of the above is tracked on either a weekly basis, monthly basis, or job specific basis. If you want to try and insure that you meet or exceed yoru goals, you need to be on top of the process so that you don’t end up in a situation where without tracking, you just gave yourself enough rope to hang yourself.

]]> By: Lynn Kelly http://www.marcresearch.com/blogs/merrill/2007/03/09/attention-vice-presidents-presidents-and-ceos-what-do-you-keep-track-of/#comment-3748 Lynn Kelly Fri, 09 Mar 2007 16:58:01 +0000 http://www.marcresearch.com/blogs/merrill/2007/03/09/attention-vice-presidents-presidents-and-ceos-what-do-you-keep-track-of/#comment-3748 Speaking from the vantage point of a smaller firm, we also track the following: Dollar value of sales and proposals made each week, total value of outstanding proposals, total value of outstanding proposals made within the past 30 days. Also track/project results by gross margin (revenue less project related costs paid out or subcontracted). Project profitability. Speaking from the vantage point of a smaller firm, we also track the following:

Dollar value of sales and proposals made each week, total value of outstanding proposals, total value of outstanding proposals made within the past 30 days.

Also track/project results by gross margin (revenue less project related costs paid out or subcontracted).

Project profitability.

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