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In the business context, if our goal was to make a million dollars, then we could take this outcome goal, which may be for the year, then, we can break it into measurable chunks.
Take $1 million.
We take the sales that we need, and we reverse-engineer some rough estimates for what it means in terms of lead generation and activity. Then, we have to plan it out.
If I’m selling a $100 product, I need to make 1000 sales.
A thousand sales means that I have to reverse-engineer the math. Now that I have that, I have to figure out what the process will be. We’re going to use something I call The Perfect Leads Management Sheets or The Ultimate Business Blueprint.
In this document, you’re going to be able to lay out actual goals for these things, even get into developing scripts, standard email templates, a checklist of sorts on what the step-by-step process has to be to achieve the goal.
First you have to get traffic in this example.
If the goal was 1000 sales, which then means we need X sales per week, which means we need S leads per week, now I will use this sheet to reverse-engineer.
So that is the sale. Then I can back engineer it. We need this many sales, so that means I need to get this many leads. And that means I need to do this much activity in these places to generate the leads to make the sales to achieve my goal.
This also will allow me in the planning stage to determine ways to boost it. Maybe I’m selling a $1000 product, but I also find a $10,000 premium service, additional add-on that I can sell with a $1000 product. Now, I can reevaluate my goals and come up with some alternatives.
The key result you want at the end of this is to identify your main goal that you want to accomplish this week and how many poms you can dedicate to the various tasks that will require of you to achieve this main goal.
If you haven’t heard the story of Amundsen versus Scott and their race to the North Pole, one of the things which is most fascinating is how Amundsen committed to 15 miles per day. With no excuses, he reduced the number of men he planned to take and how to increase the number of dogs he planned to bring to get the work done.
Perhaps for you and your plan, this is something you need to take into consideration by thinking more about what resources will it take for you to accomplish your goals. You can be using this weekly sprint process for yourself as an individual or as a business owner trying to corral and organize people around you. But at the end of the day, whether you do it or somebody else does it, that work must get done.