WHAT YOU NEED TO EARN Gross profit you need per month What the business has to clear before overhead — not the revenue figure. Average gross profit per job or deal The invoice minus materials and labour. If you have never worked it out, use a third of the invoice and fix it later.

YOUR CONVERSION RATES Calls that reach a real person Conversations divided by dials. 25–35% is normal on a warm list, far lower on a cold one. Conversations that become an appointment Be honest here. This is the rate people flatter most. Appointments that become a job Of the appointments you actually held, not the ones you booked.

YOUR WEEK Weeks you actually work per month 4.3 is the calendar. Drop it to 4 if you take a week off in most months. Selling days per week Calls you can make in one hour Dialling by hand with notes, 15–20 is realistic. Door knocking is nearer 8.

THE OTHER LANES, PER WEEK Partner touches per week The people who send you work. Cheapest lead source there is, and the easiest to let slide. Letters or handwritten notes per week Review and referral asks per week Helpful posts or answers per week

WHAT THE GOAL REQUIRES

Jobs you need per month—

Appointments per month—

Real conversations per month—

Calls per month—

Calls per week—

CALLS PER DAY—

WHAT THAT COSTS YOU IN TIME

Hours on the phone per week—

Minutes on the phone per day—

Total weekly activity, all lanes—

Total activity per working day—

WHAT ONE ACTIVITY IS WORTH

Gross profit per appointment held—

Gross profit per conversation—

Gross profit per call dialled—

One extra call a day, per month—

IF YOU ONLY EVER GET ONE HOUR

Calls one hour a day makes per week—

What that hour is worth per month—

Share of the goal one hour covers—

Daily Log

One row per working day. Two minutes at the end of the day. Log the zeros too.

	Day	Activity total	Calls vs target	Short by	What today owes you
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Weekly Sales Activity Planner

WHAT THE GOAL REQUIRES

WHAT THAT COSTS YOU IN TIME

WHAT ONE ACTIVITY IS WORTH

IF YOU ONLY EVER GET ONE HOUR

Daily Log

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Weekly Sales Activity Planner — the full workbook

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	Day	Activity total	Calls vs target	Short by	What today owes you
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