More Than A Few Words

It isn’t practical to drive looking only in the rear view mirror. Even if you think you know what is in front of you, sooner or later you will run into something you didn’t expect. When you run your business simply by reviewing your bottom line, you are driving using your rear view mirror. Why? Because the monthly revenue number is a lagging indicator, telling you how well you have done. There is no preview of the months to come. Don’t get me wrong, I think it is important to look at your P&L as a score sheet, but if you want a road map, you need to pay attention other business tools which are leading indicators. These numbers tell you months in advance if you are heading in the right direction, or if a course correction is needed. Closing Rate is one of the Great Predictive Business Tools This simple number drives your marketing budget. The better your closing rate, the fewer leads you need and the less you need to spend on advertising. So how good are you? How often do you walk away with a sale after a