In my businesses we measure the rhythm using a dashboard called LAPS – leads, appointments, presentations and sales. Leads come in from people who have expressed interest in talking to us, appointments are when a dedicated time to talk has been set in the sales diary. Presentations are recorded when we successfully deliver our scripted sales script (sometimes people reschedule, don't show up or sales conversations go off‐script), and sales are made when we take payment, sign terms and conditions and begin the on‐boarding process. Different businesses have a different LAPS rhythm. Some
...more
