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Scorecard Pacing


Steady

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  • You would use Steady when users typically progress towards their goals at a consistent daily pace.
  • Steady applies to controllable behaviors that can be changed on any given day.
  • This is the least stressful approach from a Manager standpoint because the Manager can tell his/her team to pick up the phone and start calling people.

Examples:

  • Setting up meetings
  • Sending out proposals
  • Conversations
  • Demos
  • Customer visits.


Ramp Up

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  • You would use Ramp Up when users typically progress towards their goals slightly faster at the end of the period.
  • Ramp Up is a combination of both Steady and Big Finish, where the Manager has some flexibility to control certain behaviors, but not others.

Example:

  • Outside Sales Demo.


Big Finish

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  • You would use Big Finish when users typically achieve most of their goal at the end of the period.
  • Big Finish is a more extreme version of Ramp Up and is primarily intended to be used for the sales cycle.
  • This is the most stressful approach from a Manager standpoint because he/she might not be able to do anything for the first 28 days.

Example:

  • A sales organization has a 30-day sales cycle and converts it at the end of the month.


Overview

  • Pacing allows you to see if you are on-track, under-performing, or over-performing towards your goal. For example, let's say that you have a metric based on monthly call logs. Your goal for the month is 500, but you're only at 200 three weeks in, so pacing will tell you how many calls you need to make to get back on track and hit your goal!
  • When your Scorecard metric is green, that means you're ahead-of-schedule! When it's blue, that means you're right on schedule to hit your goal. When it's red, that means your falling behind and you need to pick up the slack! When it's gray, that means that specific metric does not have pacing enabled.
  • The symbols used for pacing are simply a visual aid for those who have trouble differentiating them with the colors.


 
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