Weekly Progress Monitoring

Sales Gap Analysis

First Name

Last Name

Phone *

Email *

SALES SYSTEM:

How many hours per week are you or someone on your team performing sales activities? *

Do you believe you have a strong differentiator? *

Yes
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Based on these parameters below, will you rate your differentiator:

“Your differentiator adds REAL value to the referral sources and/or prospects” *

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“Your differentiator is somewhat difficult to duplicate)” (1 to 10 — higher score if harder to duplicate) *

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“Your differentiator is not widespread in your market” *

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Now rate your differentiator on 1 to 10 (with 10 meaning it scores high on all 3) *

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YOU’VE IDENTIFIED YOUR DREAM AVATAR

(The Dream Avatar...is a VERY clear picture of the types of clients that you want...niches, client types, etc) If “No”, skip to next question. If “Yes”, how strongly do you feel about your “avatar”?

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How strongly do you feel your dream avatar(s) can benefit from your differentiator? (1 to 10) *

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COMMENTS: *

YOUR SALES TARGETS:

Do you have a comprehensive list of your sales targets? (rate list on 1 to 10 on completion & quality) *

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Do your sales targets flow mostly from your “dream avatar”? (rate on 1 - 10 on inclusion of avatar in list)

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Do I review our sales targets and filter them at least once every 3 months? *

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YOUR EPIPHANY BRIDGE STORY:

Have you created your epiphany /origin bridge story following a proven model for impact? *

Yes
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How often do YOU use your story on intake calls (1 (never) -10 (always)) *

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How often do you use your story (or a version of it) in your recruiting process? (1 (never) - 10 (always))

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If “No” move on to next question. If “Yes”, how strong is your story ? (rate 1-10)

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How often do you use your epiphany bridge story on presentations? (1 (never) - 10 (always))

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How often does YOUR TEAM use a version of your story on intake calls? (1 (never) - 10 (always))

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STORY SELLING:

Are you using “story selling” in your business currently? *

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If “yes”, how effective are you at doing so? (scale of 1-10) (If “No”, skip to next section)

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How often do I use “story” to highlight our services and benefits vs sharing just features? (scale of 1 - 10) *

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Do I use “story” to overcome “objections” of “false beliefs” ? (scale of 1 - 10) *

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Do I use story to build connection on my 3P Presentations? (scale of 1 - 10) *

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PRE-QUALIFYING ACCOUNTS:

On a scale of 1 - 10, how regularly do you pre - qualify an account before investing time calling on them? *

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Do my answers to my Pre - qualifying questions helps me determine who my “target 15 or 20” accounts are? *

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Do my answers to my Pre - qualifying questions helps me determine what that referral source likes? *

Yes
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Do my answers to my Pre - qualifying questions helps me determine what that referral source doesn’t like? *

Yes
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WIIFMS:

Do I understand the concept of WIIFMS and do I use it in my sales efforts? *

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Do I use WIIFMS when I am asking for appointments/meetings? (scale of 1 - 10) *

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Do I use WIIFMS when I am leaving messages to get a call back? (scale of 1 - 10) *

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Do I use WIIFMS when I am presenting at lunch and learns ? (scale of 1 - 10) *

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PITCHING/PRESENTING YOUR SERVICES:

As part of my sales process, do I like to schedule time to do an in - service/presentation? *

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Have I done at least one 10+ minute presentation on ALL potential referral accounts? (scale of 1 - 10) *

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Do I have a KPI set up for how many in - services or lunch and learns I /we do each week or month? *

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Do I have my presentation dialed in and it’s really good! (scale of 1 - 10) *

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Do I know how to tap into emotion really well during my presentation ? (scale of 1 - 10) *

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I am really good at keeping my listeners engaged during my presentation? scale of 1 - 10) *

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Does my presentation takes into account how they answered the pre - qual questions? (scale of 1 - 10) *

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Does my presentation helps overcome the most common myths/objections in home care? (scale of 1 - 10) *

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FOLLOW UP WITH REFERRAL SOURCES/VALUE BASED SELLING

Rate yourself from 1 - 10, how good you are with referral source “follow up”. *

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On average, how often do you follow up with/call on high potential referral sources? *

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Am I good at following up and adding value to my referral sources? (scale of 1 - 10) *

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Do I make it part of my sales practice to get appointments scheduled vs just dropping by (scale of 1 - 10) *

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Do I make it a point to provide updates to my referral sources after they send me referrals (scale of 1 - 10) *

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How consistent are you at asking for referrals on every visit (except initial visit) (scale of 1 - 10) *

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ESTABLISHED KPIs

Do I have sales KPIs that both focus on “lead” measures and “lag” measures? *

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AVERAGE WEEKLY BILLABLE HOURS (last 8 weeks or so ) *

AVERAGE WEEKLY BILLABLE HOURS (TARGET) *

AVERAGE WEEKLY REVENUE (last 8 weeks or so ) *

AVERAGE WEEKLY REVENUE (TARGET) *

AVERAGE # of WEEKLY referrals from sales efforts (last 8 weeks or so) *

AVERAGE WEEKLY REFERRALS from sales (TARGET) *

AVERAGE # of WEEKLY leads from marketing efforts (last 8 weeks or so) (SEO, PPC, Etc) *

AVERAGE WEEKLY Leads From Marketing (TARGET) *

AVERAGE weekly # of New Cases (last 8 weeks or so) *

AVERAGE WEEKLY 3 of New Cases (TARGET) *

CONVERSIONS:

Are you currently measuring your intake call and living room visit conversions? *

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On a scale of 1 to 10, how well are you tracking this information? *

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If “yes” please answer. If “No” please skip to next section:

What’s your intake call conversion %? Take an average of the total living room visits/assessments you have done over the last 30-60 days divided by the total number of intake calls/referrals *

What’s your living room visit conversion %? Take an average of your total new clients started over the last 30-60 days divided by the total number of living room visits/assessments *

On a scale of 1 - 10, how good is your team at handling intake calls? *

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How well do you monitor your teams performance on intake calls? (scale of 1 - 1 0) *

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Do I train my team regularly on improving their skills on intake calls? (scale of 1 - 10) *

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DREAM TEAM/RESOURCE PARTNERS

Do we have a list of Dream Team/Power Partners that we call on regularly ( rate 1 - 10) *

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When I conduct meetings with Dream Team partners, do I find out the WIIFM for them? ( rate 1 - 10) *

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Do I co - market with my dream team partners often ( rate 1 - 10) *

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Do I cross refer regularly with my dream team partners? (rate 1 - 10) *

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Am I good at leveraging the contacts and database of my dream team partners? (rate 1-10) *

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MANAGING SALES PERSON :

Do I currently have a sales person working for me? If “yes” (if “no sales person” move to next section):

Yes
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From 1 - 10, how do you feel strong about your management & accountability with your sales person?

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Do I do ride alongs with my sales person periodically to assess their process and to see how connected they are in the marketplace scale? (1 - 10)

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Do I meet with my sales person on a weekly basis? Do I also meet them in a structured meeting format?

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Does my sales person have KPIs to meet that includes the ir results (ie referrals) as well as the activities designed to drive the results? (i/e a certain # of In services each month, etc) Scale (1 - 10)

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Do I ensure that my sales person is following a proven sales process?

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Does my sales person have their Top 15/Top 20 referral sources identified and calls on them regularly?

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YOUR PILLARS:

(Rate the following on a scale of 1-10….. (1 not at all or not at all effective, 10 extremely effective) NOTE: If you outsource this, please say so, then comment on how much you invest, and if you are happy

Am I currently using email marketing effectively in my business (1 to 10) *

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Am I effectively using social media to market my business for clients? *

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Am I effectively using social media to get caregivers? *

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Do I have good “referral programs” in place to get more client referrals from clients? *

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Am I effective at using networking strategies to grow my business? *

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Am I effective at using paid advertising to grow my business? *

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ANY OTHER COMMENTS/QUESTIONS? *