Sales pledge
Turn the year's pledge into this week's number, marked Hit or Miss.
A yearly FYC goal becomes Sets, Openings, Closings and cases a week, so an adviser knows this week's number and you can see who hit it.
30 minutes. You choose the day and the time.
| Sets | Openings | Closings | Cases | |
|---|---|---|---|---|
| A year | 750 | 150 | 60 | 20 |
| A month | 62.5 | 12.5 | 5 | 1.7 |
| A week | 15.6 | 3.1 | 1.3 | 0.4 |
January
Why pledge sheets get filled in once and never opened again
Everyone fills in a pledge at the January kick-off. The sheets go in a folder. By March nobody remembers the number, and a yearly goal doesn't tell anyone what to do this week.
01The sheet
Work the goal down to Sets, Openings, Closings and cases.
You hand out the sheet in January, and each adviser comes back with a yearly number. They enter their FYC goal and average case size. The sheet works back, through their closing, opening and set ratios, to what that takes in a year, a month and a week.
- Change the ratios to match their own
- Plan over 9 to 12 months
- It saves as they type, and they can change it any time
- Priya NairFYC goal S$60,000, average case S$3,000
- A year750 Sets, 150 Openings, 60 Closings, 20 cases
- A month62.5 Sets, 12.5 Openings, 5 Closings, 1.7 cases
- A week15.6 Sets, 3.1 Openings, 1.3 Closings, 0.4 cases
02The number
See this week's number on the board.
Nobody's opening the sheet. The week's Sets, Openings, Closings and cases turn into points: Set 1, Opening 3, Closing 4, Closed 5. That's the Pledge column on the board, beside what they've logged so far.
- The Pledge and Target % columns sit on the board
- Each adviser sees their own, and you see everyone's
- Points on the sheet are fixed at those four values
- Sets15.6 at 1 point15.6
- Openings3.1 at 3 points9.3
- Closings1.3 at 4 points5.2
- Cases0.4 at 5 points2.0
- Pledge columnBeside the 38 she's logged so far32
03The bar
Pick a bar from 20% to 80%, and see who's over it.
You can't expect a new adviser to hit a full pledge in week one, so the bar is yours to pick. On the board, the target is their pledge points times a bar from 20% to 80%. At 30%, a 32-point pledge means 9.6 points gets a Hit. The bar starts at 30% each time you open it.
- The bar isn't saved, so it's 30% again next time
- It applies to everyone on the view
- The missed-weeks view has its own bar, from 10% to 100%
- Bar at 30%A 32-point pledge needs 9.6 points3 overStarts here each time you open it
04The week
Each week reads Hit, Miss or On leave.
Farid was away for three days, and he shouldn't look like he missed. His target drops by the days he was on leave and any Singapore public holiday. A full week of leave reads On leave, never Miss. You see each person's points against their target.
- Leave and public holidays come off the target
- Each row reads Hit, Miss or On leave
- A chosen date range shows each person's missed weeks
- Priya NairTarget 9.6 points38Hit
- Farid IsmailAway 3 days: target drops from 9.6 to 3.823Hit
- Wei Ling GohTarget 9.6 points4Miss
- Daniel Tan, Last weekA full week of leaveOn leave
05The reason
Keep the reason beside the number.
You want to know why they pledged, not only how much, because that's your next 1:1. The sheet has room for My Why, what happens if they don't get there, and their recognition goals, such as clubs and MDRT. Last year's figures sit on their own tab.
- Tabs for last year, goals, activities and strategy
- Each year has its own sheet
- Anyone in the district can read these answers
- My WhyTo pay for my son's universityAnyone in the district can read this
- If I don't get thereAnother year of telling him next year
- Recognition goalsA club this year, then MDRT
- Last yearHer figures, on their own tab
And the rest
Small things on the pledge sheet
Goes well with
Know who's on their pledge this week.
Bring a filled-in sheet, and we'll show you what the board does with it.
30 minutes. You choose the day and the time.
Before you hand it out
Think they'll pledge in January and forget by March?
Because they don't have to open the sheet again. The pledge sits on the board as a column, and each week reads Hit, Miss or On leave without anyone asking.
Yes, though each adviser has to fill it in again in the app. There's no import for a paper sheet.
No. The pledge is yearly, and the weekly number comes from it.
Yes. Anyone in the district can read the sheets, including My Why, so write them knowing that. On the board, a rep sees only their own target.
Not yet. The sheet is written around FYC, cases and the four default steps. Other teams use a weekly points goal instead.
There's no public price for Palby Sales Tracker yet, so you'll get a price for your team on the walkthrough.