Fill in your pledge sheet

Pledge Sheet is the first tab of Sales Tools. It’s your year on one page: what you did last year, what you’re aiming at, the activity that arithmetic demands, and why you’re doing it.

Nothing here needs saving by hand. The sheet saves itself roughly a second after you stop typing, and the header says Saving… and then shows a tick.

The year picker beside it holds last year, this year and next year. Each year is its own sheet.

Work through the four tabs

The tabs run Previous Year, Goals & Targets, Activities and Strategy, and Back and Next at the bottom of the page walk them in order.

Previous Year

Type Life FYC, Life Cases and Convention ANP for the year before the one in the picker. Average Case Size (FYC) works itself out from the first two and can’t be typed into. Clubs / MDRT / PWM / Conventions Achieved is a free box.

Goals & Targets

Two columns, a minimum and a stretched one. Each takes Life FYC, Avg Case Size, Recognition Goals (Clubs/MDRT) and FSC Referral Goal. Life Cases (auto) is the FYC divided by the case size, so it fills itself in.

Open the info mark beside the card’s heading for what separates the two columns, and the one beside FSC Referral Goal for what it counts.

Under that sit Top 3 Business Goals and Top 3 Personal Goals, 3 lines each.

Activities

This is the tab that does the arithmetic, in 3 steps.

1. Under Set Your FYC Goal, type FYC Goal and Avg Case Size (FYC).
2. Choose a Planning Period.
3. Read the funnel, and change any of its 3 rates that don’t match you.
4. Read Pledge Targets at the bottom.

Planning Period is 9 months, 10 months, 11 months or 12 months, and starts at 12. It’s the number your monthly and weekly targets are divided by.

With both figures typed in, the funnel works backwards from the goal:

• Cases: the goal divided by the average case size.
• Closing Appts: cases multiplied by the closing rate, which starts at 3. The line under it reads (New FC: 3, Club FC: 2).
• Opening Appts: closings multiplied by the opening rate, which starts at 2.5. The line reads (New FC: 2.5, Club FC: 2).
• Appt Sets: openings multiplied by the set rate, which starts at 5. The line reads (Cold Leads: 5, New FC: 3, Club FC: 1.5).

If FYC Goal and Avg Case Size (FYC) are both filled in from Goals & Targets, two buttons appear under FYC Goal carrying your minimum and your stretched figure, so one press swaps the whole sheet between them.

Pledge Targets is the answer: a Monthly Targets row and a Weekly Targets row across Sets, Openings, Closings and Cases, with Total Points at the end. Monthly is the annual figure over your planning period, and weekly is that divided by 4.

The points column uses the default values: Sets 1 point, Openings 3, Closings 4 and Cases 5. Your district can rename activities and change what they’re worth, so your Log page may not match this table.

Under the table, a summary reads the whole plan back as a sentence.

Strategy

Free boxes, and none of them feed the arithmetic. Sales Strategy & Focus covers Target Market / Products Focus, Methods (How You Prospect), Sales Angles That Work, Sales Angles to Try, Key Touchpoints & Events and Focus Strategies for This Year. My Why & Mindset covers your motivation, what gets better, what it costs you not to do it, the skills you need, your edge and who’s behind you.

Note

Your district’s District Pledges tab lists the pledge sheet of everybody in the district’s agencies, so write it as something a manager will read.

FAQ

Do I have to press Save?

No. The sheet saves itself after you stop typing. Save at the bottom is there for when you want to be certain before closing the tab.

Can I plan a year that’s already started?

Yes. That’s what Planning Period is for: pick 9 months in April and the targets are divided by 9 rather than 12.

Why is Life Cases (auto) refusing to be typed into?

It’s the FYC divided by the case size beside it. Change either of those and the number moves.

Do the targets here feed my Log page?

No. The pledge sheet works out what you need. Your weekly points goal and your FYC target are set on your profile, covered in Set your weekly, FYC and case size targets.