[Script Info]
Title: 
[Events]
Format: Layer, Start, End, Style, Name, MarginL, MarginR, MarginV, Effect, Text
Dialogue: 0,0:00:00.00,0:00:01.20,Default,,0000,0000,0000,,- What's up?\NDan Martell here.
Dialogue: 0,0:00:01.20,0:00:03.94,Default,,0000,0000,0000,,Serial entrepreneur, investor\Nand creator of SaaS Academy and
Dialogue: 0,0:00:03.94,0:00:07.99,Default,,0000,0000,0000,,in this video I want to \Ntalk about creating a killer
Dialogue: 0,0:00:07.99,0:00:10.74,Default,,0000,0000,0000,,scorecard for you to \Nhold your team accountable
Dialogue: 0,0:00:10.74,0:00:13.98,Default,,0000,0000,0000,,and crushing goals. \NIt's way easier than you think.
Dialogue: 0,0:00:13.98,0:00:17.22,Default,,0000,0000,0000,,This is going to be the most\Nimpactful thing you've ever
Dialogue: 0,0:00:17.22,0:00:19.17,Default,,0000,0000,0000,,deployed to your business.
Dialogue: 0,0:00:19.17,0:00:20.16,Default,,0000,0000,0000,,It's gonna give you clarity.
Dialogue: 0,0:00:20.16,0:00:22.62,Default,,0000,0000,0000,,It's gonna feel awesome and then\Nbe sure to stay to the end where
Dialogue: 0,0:00:22.62,0:00:25.59,Default,,0000,0000,0000,,I share my Weekly \NSync strategy, a download,
Dialogue: 0,0:00:25.59,0:00:30.36,Default,,0000,0000,0000,,a framework, process, \Na checklist for you to run your
Dialogue: 0,0:00:30.36,0:00:32.90,Default,,0000,0000,0000,,weekly meetings to keep \Neverybody on the same page.
Dialogue: 0,0:00:32.90,0:00:35.64,Default,,0000,0000,0000,,And what's cool is in \Nthere is the scorecard that
Dialogue: 0,0:00:35.64,0:00:37.24,Default,,0000,0000,0000,,I'm gonna teach you today.
Dialogue: 0,0:00:37.24,0:00:39.14,Default,,0000,0000,0000,,So be sure to stay to the end\Nand I'm gonna tell you how to
Dialogue: 0,0:00:39.14,0:00:40.52,Default,,0000,0000,0000,,get a copy of that.
Dialogue: 0,0:00:40.52,0:00:43.91,Default,,0000,0000,0000,,(upbeat music)
Dialogue: 0,0:00:52.62,0:00:54.64,Default,,0000,0000,0000,,So when I was growing my\Ncompany Spheric we were about
Dialogue: 0,0:00:54.64,0:00:58.56,Default,,0000,0000,0000,,16 employees, almost a \Ncouple million in revenue and
Dialogue: 0,0:00:58.56,0:01:02.20,Default,,0000,0000,0000,,I realized that I was running\Nthis company ass backwards.
Dialogue: 0,0:01:02.20,0:01:05.23,Default,,0000,0000,0000,,I mean the truth was that\Neverybody reported to me which
Dialogue: 0,0:01:05.23,0:01:07.63,Default,,0000,0000,0000,,meant that their to-do\Nlist was my to-do list.
Dialogue: 0,0:01:07.63,0:01:10.24,Default,,0000,0000,0000,,I spent most of my time \Ntrying to grow the business.
Dialogue: 0,0:01:10.24,0:01:12.34,Default,,0000,0000,0000,,Hiring people, \Nclosing new deals,
Dialogue: 0,0:01:12.34,0:01:15.18,Default,,0000,0000,0000,,on boarding, training people\Nand at the same time trying to
Dialogue: 0,0:01:15.18,0:01:18.01,Default,,0000,0000,0000,,ensure that everybody's work was\Ndone at a quality level to not
Dialogue: 0,0:01:18.01,0:01:20.08,Default,,0000,0000,0000,,embarrass me as the owner.
Dialogue: 0,0:01:20.08,0:01:22.92,Default,,0000,0000,0000,,I remember waking up in the\Nmiddle of the night trying to
Dialogue: 0,0:01:22.92,0:01:25.32,Default,,0000,0000,0000,,remember did I ever send that\Ninvoice or did that person ever
Dialogue: 0,0:01:25.32,0:01:28.09,Default,,0000,0000,0000,,pay me or did I ever get that\Nemployment contract signed
Dialogue: 0,0:01:28.09,0:01:30.32,Default,,0000,0000,0000,,and I just felt \Nridiculously overwhelmed.
Dialogue: 0,0:01:30.32,0:01:34.53,Default,,0000,0000,0000,,I mean the truth was I had to\Nimagine at that point other
Dialogue: 0,0:01:34.53,0:01:38.36,Default,,0000,0000,0000,,companies at scale did not\Nrun their business that way.
Dialogue: 0,0:01:38.36,0:01:42.22,Default,,0000,0000,0000,,Like it was very ad hoc \Nreactive to the situation
Dialogue: 0,0:01:42.22,0:01:45.71,Default,,0000,0000,0000,,and I did like most \Nchallenges that came up in
Dialogue: 0,0:01:45.71,0:01:47.89,Default,,0000,0000,0000,,my life is I turned to books \Nand I started reading things
Dialogue: 0,0:01:47.89,0:01:49.64,Default,,0000,0000,0000,,like The Four Disciplines \Nof Execution
Dialogue: 0,0:01:49.64,0:01:52.01,Default,,0000,0000,0000,,and Balanced Scorecards \Nand many other
Dialogue: 0,0:01:52.01,0:01:54.78,Default,,0000,0000,0000,,incredible business \Nleaders in their strategies.
Dialogue: 0,0:01:54.78,0:01:58.25,Default,,0000,0000,0000,,And what I came up with was\Nwhat I believe to be the most
Dialogue: 0,0:01:58.25,0:02:02.59,Default,,0000,0000,0000,,simplified scorecarding\Nsystem for companies at scale.
Dialogue: 0,0:02:02.59,0:02:05.22,Default,,0000,0000,0000,,There's five core principles\Nthat I want to share with you
Dialogue: 0,0:02:05.22,0:02:09.23,Default,,0000,0000,0000,,that are present in this\Nscorecard format that will help
Dialogue: 0,0:02:09.23,0:02:11.43,Default,,0000,0000,0000,,you get clear, \Nhold people accountable,
Dialogue: 0,0:02:11.43,0:02:14.80,Default,,0000,0000,0000,,and honestly build momentum\Nand growth in your business.
Dialogue: 0,0:02:14.80,0:02:17.37,Default,,0000,0000,0000,,Number one, funnel metrics.
Dialogue: 0,0:02:17.37,0:02:19.84,Default,,0000,0000,0000,,If you think about the \Nthings you're gonna measure,
Dialogue: 0,0:02:19.84,0:02:24.61,Default,,0000,0000,0000,,okay, this could be everything\Nfrom website visitors to contact
Dialogue: 0,0:02:24.61,0:02:29.32,Default,,0000,0000,0000,,form completions to sales calls\Nto eventually deals closed to
Dialogue: 0,0:02:29.32,0:02:32.89,Default,,0000,0000,0000,,customer satisfaction to all\Nkind of the different numbers
Dialogue: 0,0:02:32.89,0:02:34.22,Default,,0000,0000,0000,,that you'd want to \Nknow about your business.
Dialogue: 0,0:02:34.22,0:02:35.10,Default,,0000,0000,0000,,Think about it this way.
Dialogue: 0,0:02:35.10,0:02:37.52,Default,,0000,0000,0000,,If I went away on a desert\Nisland and I could only get a
Dialogue: 0,0:02:37.52,0:02:40.56,Default,,0000,0000,0000,,one page report \Nabout my business's health,
Dialogue: 0,0:02:40.56,0:02:42.16,Default,,0000,0000,0000,,what would I want \Nto see on that report?
Dialogue: 0,0:02:42.16,0:02:45.40,Default,,0000,0000,0000,,Well, the way I think \Nabout that is I look
Dialogue: 0,0:02:45.40,0:02:47.53,Default,,0000,0000,0000,,at the funnel of numbers.
Dialogue: 0,0:02:47.53,0:02:50.10,Default,,0000,0000,0000,,'Cause it's always, you know if\Nyou think about it like top of
Dialogue: 0,0:02:50.10,0:02:53.29,Default,,0000,0000,0000,,funnel is kind of the \Nactivity like social marketing,
Dialogue: 0,0:02:53.29,0:02:56.34,Default,,0000,0000,0000,,inbound marketing, \Ntraffic to your website.
Dialogue: 0,0:02:56.34,0:02:58.38,Default,,0000,0000,0000,,You know maybe events that\Nyou attend if you're a speaker,
Dialogue: 0,0:02:58.38,0:02:59.05,Default,,0000,0000,0000,,whatever it is.
Dialogue: 0,0:02:59.05,0:03:00.88,Default,,0000,0000,0000,,There's stuff you do to \Nget awareness in the market.
Dialogue: 0,0:03:00.88,0:03:05.12,Default,,0000,0000,0000,,Then there's the conversion tool\Nor the sales strategy that you
Dialogue: 0,0:03:05.12,0:03:08.26,Default,,0000,0000,0000,,just take from that awareness or\Nopportunities that show up and
Dialogue: 0,0:03:08.26,0:03:09.36,Default,,0000,0000,0000,,convert them into customers.
Dialogue: 0,0:03:09.36,0:03:11.29,Default,,0000,0000,0000,,'Cause that's kind of like\Nanother step in the funnel.
Dialogue: 0,0:03:11.29,0:03:14.03,Default,,0000,0000,0000,,Then after that there's well, \NI got the contract then I got to
Dialogue: 0,0:03:14.03,0:03:15.83,Default,,0000,0000,0000,,do the work and how \Nhappy is the customer
Dialogue: 0,0:03:15.83,0:03:17.60,Default,,0000,0000,0000,,and monitoring that process.
Dialogue: 0,0:03:17.60,0:03:19.90,Default,,0000,0000,0000,,And then finally, you \Nknow at the end of it,
Dialogue: 0,0:03:19.90,0:03:21.23,Default,,0000,0000,0000,,how much revenue did I generate?
Dialogue: 0,0:03:21.23,0:03:23.17,Default,,0000,0000,0000,,How much did it cost me to\Ngenerate that revenue and
Dialogue: 0,0:03:23.17,0:03:24.10,Default,,0000,0000,0000,,did I make any profit?
Dialogue: 0,0:03:24.10,0:03:26.11,Default,,0000,0000,0000,,So if you think about that\Nit's the bottom of the funnel.
Dialogue: 0,0:03:26.11,0:03:28.84,Default,,0000,0000,0000,,Most entrepreneurs when I ask\Nthem if they have a scorecard
Dialogue: 0,0:03:28.84,0:03:30.68,Default,,0000,0000,0000,,and they say yes and I say,\N"Show me the numbers,"
Dialogue: 0,0:03:30.68,0:03:31.74,Default,,0000,0000,0000,,it's all over the place.
Dialogue: 0,0:03:31.74,0:03:36.32,Default,,0000,0000,0000,,There's like 50, either there's\Nlike two or there's 50 and
Dialogue: 0,0:03:36.32,0:03:38.85,Default,,0000,0000,0000,,they're not in any \Nspecific order so the big idea,
Dialogue: 0,0:03:38.85,0:03:41.92,Default,,0000,0000,0000,,number one is funnel \Nmetrics meaning lay out
Dialogue: 0,0:03:41.92,0:03:43.66,Default,,0000,0000,0000,,your metrics in a spreadsheet.
Dialogue: 0,0:03:43.66,0:03:46.83,Default,,0000,0000,0000,,So always put the numbers on\Nthe left side and then the date
Dialogue: 0,0:03:46.83,0:03:50.63,Default,,0000,0000,0000,,ranges as columns so that you\Ncan kind of see how the activity
Dialogue: 0,0:03:50.63,0:03:53.60,Default,,0000,0000,0000,,at the top slowly impacts the\Nmiddle and at the bottom and
Dialogue: 0,0:03:53.60,0:03:54.77,Default,,0000,0000,0000,,are you making any money?
Dialogue: 0,0:03:54.77,0:03:56.10,Default,,0000,0000,0000,,So those are the funnel metrics.
Dialogue: 0,0:03:56.10,0:03:58.60,Default,,0000,0000,0000,,It's different for every \Nbusiness but at a high level
Dialogue: 0,0:03:58.60,0:04:01.78,Default,,0000,0000,0000,,just want you to order them in\Nthat strategy so you can get
Dialogue: 0,0:04:01.78,0:04:04.94,Default,,0000,0000,0000,,clarity of how they \Nall kind of roll down to
Dialogue: 0,0:04:04.94,0:04:06.38,Default,,0000,0000,0000,,the bottom of profit.
Dialogue: 0,0:04:06.38,0:04:08.45,Default,,0000,0000,0000,,Number two, weekly measurement.
Dialogue: 0,0:04:08.45,0:04:12.52,Default,,0000,0000,0000,,Every week we sit down and we\Nreview our scorecard as a team.
Dialogue: 0,0:04:12.52,0:04:15.32,Default,,0000,0000,0000,,That means that not matter\Nwhat datapoint we're measuring,
Dialogue: 0,0:04:15.32,0:04:17.72,Default,,0000,0000,0000,,we want to get the \Ncurrent number for
Dialogue: 0,0:04:17.72,0:04:19.23,Default,,0000,0000,0000,,that week and that date.
Dialogue: 0,0:04:19.23,0:04:22.20,Default,,0000,0000,0000,,So we want to see it, \Nwe plot it on the spreadsheet.
Dialogue: 0,0:04:22.20,0:04:25.46,Default,,0000,0000,0000,,This is not fancy \Nscorecards on a TV screen.
Dialogue: 0,0:04:25.46,0:04:30.17,Default,,0000,0000,0000,,This is literally a spreadsheet\Nand we update it and that way we
Dialogue: 0,0:04:30.17,0:04:33.41,Default,,0000,0000,0000,,have a cadence of every week\Nof measuring our progress.
Dialogue: 0,0:04:33.41,0:04:37.18,Default,,0000,0000,0000,,Too often entrepreneurs wait.\NI mean most of them, 98%,
Dialogue: 0,0:04:37.18,0:04:38.51,Default,,0000,0000,0000,,they wait to the \Nend of the year,
Dialogue: 0,0:04:38.51,0:04:39.72,Default,,0000,0000,0000,,They get a report from \Ntheir accountant and
Dialogue: 0,0:04:39.72,0:04:41.18,Default,,0000,0000,0000,,they decide to go have a drink.
Dialogue: 0,0:04:41.18,0:04:42.65,Default,,0000,0000,0000,,They're either gonna drink\N'cause they had an incredible
Dialogue: 0,0:04:42.65,0:04:45.48,Default,,0000,0000,0000,,year or they're gonna drink\Nbecause they had a crappy year.
Dialogue: 0,0:04:45.48,0:04:47.92,Default,,0000,0000,0000,,But what I want you \Nto do is get in the habit
Dialogue: 0,0:04:47.92,0:04:51.26,Default,,0000,0000,0000,,of taking 52 shots on goal.
Dialogue: 0,0:04:51.26,0:04:53.56,Default,,0000,0000,0000,,That means that every week for\Nevery data point that you're
Dialogue: 0,0:04:53.56,0:04:54.86,Default,,0000,0000,0000,,measuring your funnel metrics,
Dialogue: 0,0:04:54.86,0:04:56.86,Default,,0000,0000,0000,,you're looking if \Nyou made progress.
Dialogue: 0,0:04:56.86,0:04:59.57,Default,,0000,0000,0000,,And what's great is if \Nyou have crazy aspirations,
Dialogue: 0,0:04:59.57,0:05:01.41,Default,,0000,0000,0000,,and I don't know how \Nyou're gonna hit your numbers.
Dialogue: 0,0:05:01.41,0:05:04.34,Default,,0000,0000,0000,,If you want to, you know, \N5X, 10X your growth in
Dialogue: 0,0:05:04.34,0:05:07.34,Default,,0000,0000,0000,,the next 12 months, you need \Nto measure weekly to know
Dialogue: 0,0:05:07.34,0:05:08.64,Default,,0000,0000,0000,,if you're on track.
Dialogue: 0,0:05:08.64,0:05:10.41,Default,,0000,0000,0000,,And that to me is a discipline.
Dialogue: 0,0:05:10.41,0:05:12.88,Default,,0000,0000,0000,,As a team we sit down and we\Nreview it so we can make sure we
Dialogue: 0,0:05:12.88,0:05:16.05,Default,,0000,0000,0000,,can realign in strategies \Nor tactics that may not be
Dialogue: 0,0:05:16.05,0:05:18.38,Default,,0000,0000,0000,,supporting the outcomes \Nthat we want to achieve.
Dialogue: 0,0:05:18.38,0:05:20.52,Default,,0000,0000,0000,,So weekly measurement is a must.
Dialogue: 0,0:05:20.52,0:05:24.59,Default,,0000,0000,0000,,Number three, \Nnet new numbers or ratios.
Dialogue: 0,0:05:24.59,0:05:27.69,Default,,0000,0000,0000,,Essentially what it is is the\Nnumbers you measure on a weekly
Dialogue: 0,0:05:27.69,0:05:31.76,Default,,0000,0000,0000,,basis isn't the total volume \Nor the cumulative number.
Dialogue: 0,0:05:31.76,0:05:36.00,Default,,0000,0000,0000,,It's the net new created \Nin that seven-day window.
Dialogue: 0,0:05:36.00,0:05:39.21,Default,,0000,0000,0000,,Meaning how many people visited\Nour site in the last seven days?
Dialogue: 0,0:05:39.21,0:05:41.34,Default,,0000,0000,0000,,How many new leads did we add to
Dialogue: 0,0:05:41.34,0:05:43.98,Default,,0000,0000,0000,,our marketing funnel \Nin the last seven days?
Dialogue: 0,0:05:43.98,0:05:45.81,Default,,0000,0000,0000,,How many deals have we \Nclose in the last seven days?
Dialogue: 0,0:05:45.81,0:05:48.88,Default,,0000,0000,0000,,How much revenue did we\Ninvoice in the last seven days?
Dialogue: 0,0:05:48.88,0:05:52.18,Default,,0000,0000,0000,,It's always the net new number\Nand it's not a total because
Dialogue: 0,0:05:52.18,0:05:55.82,Default,,0000,0000,0000,,what happens is it's kind of the\Npsychological effect where we
Dialogue: 0,0:05:55.82,0:06:00.06,Default,,0000,0000,0000,,have a thermostat in our mind\Nand if we look at numbers and
Dialogue: 0,0:06:00.06,0:06:02.26,Default,,0000,0000,0000,,they're going up, \Nas they would every week,
Dialogue: 0,0:06:02.26,0:06:05.86,Default,,0000,0000,0000,,you should be doing something,\Nif they feel good we actually
Dialogue: 0,0:06:05.86,0:06:09.04,Default,,0000,0000,0000,,slow down our focus \Nand aggressiveness
Dialogue: 0,0:06:09.04,0:06:10.17,Default,,0000,0000,0000,,on fixing the number.
Dialogue: 0,0:06:10.17,0:06:14.17,Default,,0000,0000,0000,,But, check this out, if you're\Na sales guy and you're just
Dialogue: 0,0:06:14.17,0:06:17.18,Default,,0000,0000,0000,,looking at total sales for the\Nquarter then at a certain level
Dialogue: 0,0:06:17.18,0:06:18.74,Default,,0000,0000,0000,,you're gonna feel \Npretty good at yourself.
Dialogue: 0,0:06:18.74,0:06:21.25,Default,,0000,0000,0000,,But if you actually looked at\Nthe effort or the outcome the
Dialogue: 0,0:06:21.25,0:06:23.52,Default,,0000,0000,0000,,last seven days and \Nit's a big goose egg,
Dialogue: 0,0:06:23.52,0:06:25.58,Default,,0000,0000,0000,,a doughnut, a zero,\Nyou're gonna go,
Dialogue: 0,0:06:25.58,0:06:27.99,Default,,0000,0000,0000,,"Well shit, I did a bunch of\Nstuff last week and it didn't
Dialogue: 0,0:06:27.99,0:06:30.39,Default,,0000,0000,0000,,"show up in anything \Nfor my sales number."
Dialogue: 0,0:06:30.39,0:06:35.30,Default,,0000,0000,0000,,So as a team you don't want to\Nmeasure the total number for a
Dialogue: 0,0:06:35.30,0:06:38.43,Default,,0000,0000,0000,,month or a quarter or a year,\Nyou want to track the net new
Dialogue: 0,0:06:38.43,0:06:41.33,Default,,0000,0000,0000,,activity or you want to create a\Nratio which might take a couple
Dialogue: 0,0:06:41.33,0:06:46.39,Default,,0000,0000,0000,,other data points and looked \Nat that ratio as a data point
Dialogue: 0,0:06:46.39,0:06:48.17,Default,,0000,0000,0000,,and how does \Nthat look over time.
Dialogue: 0,0:06:48.17,0:06:52.32,Default,,0000,0000,0000,,So that is a huge opportunity \Nto clear up the numbers
Dialogue: 0,0:06:52.32,0:06:53.74,Default,,0000,0000,0000,,and focus on the right things.
Dialogue: 0,0:06:53.74,0:06:56.33,Default,,0000,0000,0000,,Is only track the net new\Noutcomes of the activity
Dialogue: 0,0:06:56.33,0:06:59.42,Default,,0000,0000,0000,,in the previous seven \Ndays in your scorecard.
Dialogue: 0,0:06:59.42,0:07:02.39,Default,,0000,0000,0000,,Number four, \Ntargets and actuals.
Dialogue: 0,0:07:02.39,0:07:06.56,Default,,0000,0000,0000,,If you're tracking every week\Nand you don't have a target for
Dialogue: 0,0:07:06.56,0:07:10.08,Default,,0000,0000,0000,,the month then you're missing \Na incredible opportunity
Dialogue: 0,0:07:10.08,0:07:11.40,Default,,0000,0000,0000,,to keep the team accountable.
Dialogue: 0,0:07:11.40,0:07:13.37,Default,,0000,0000,0000,,Look, if you do this,\Nif you negotiated,
Dialogue: 0,0:07:13.37,0:07:15.04,Default,,0000,0000,0000,,"Hey, what are we gonna do in\Nthe next quarter," with your
Dialogue: 0,0:07:15.04,0:07:19.74,Default,,0000,0000,0000,,team and they set the targets\Nand then every month you track
Dialogue: 0,0:07:19.74,0:07:21.37,Default,,0000,0000,0000,,the target for the \Nmonth in the actual.
Dialogue: 0,0:07:21.37,0:07:22.51,Default,,0000,0000,0000,,So this is the number you said.
Dialogue: 0,0:07:22.51,0:07:24.28,Default,,0000,0000,0000,,Every metric, \Nevery funnel metric,
Dialogue: 0,0:07:24.28,0:07:27.25,Default,,0000,0000,0000,,lead gen, website traffic,\Nsales volume,
Dialogue: 0,0:07:27.25,0:07:29.65,Default,,0000,0000,0000,,revenue, profitability,\Nnet promoter score,
Dialogue: 0,0:07:29.65,0:07:32.58,Default,,0000,0000,0000,,I mean you can Google the\Nmetrics that you want to monitor
Dialogue: 0,0:07:32.58,0:07:33.49,Default,,0000,0000,0000,,for your business.
Dialogue: 0,0:07:33.49,0:07:35.72,Default,,0000,0000,0000,,But if you have the targets\Nand then you have the actual,
Dialogue: 0,0:07:35.72,0:07:38.22,Default,,0000,0000,0000,,'kay, which is how \Nare we doing average?
Dialogue: 0,0:07:38.22,0:07:40.03,Default,,0000,0000,0000,,It might be an average,\Nit might be a total,
Dialogue: 0,0:07:40.03,0:07:43.10,Default,,0000,0000,0000,,whatever for the month then you\Nknow if you're two weeks into
Dialogue: 0,0:07:43.10,0:07:44.75,Default,,0000,0000,0000,,the month and you only have two\Nweeks left that you should be at
Dialogue: 0,0:07:44.75,0:07:47.63,Default,,0000,0000,0000,,50% of that number so you can\Nsee the difference side by side.
Dialogue: 0,0:07:47.63,0:07:49.87,Default,,0000,0000,0000,,It's like if the number's\Nsupposed to be 100 for the month
Dialogue: 0,0:07:49.87,0:07:52.40,Default,,0000,0000,0000,,and you're at 20 and you're\Nhalfway through the month,
Dialogue: 0,0:07:52.40,0:07:55.31,Default,,0000,0000,0000,,there's no way unless you change\Nsomething and you focus on it
Dialogue: 0,0:07:55.31,0:07:58.31,Default,,0000,0000,0000,,and you invest in it and you sit\Ndown as a CEO with your team and
Dialogue: 0,0:07:58.31,0:08:00.61,Default,,0000,0000,0000,,say, "Hey, this is not on track.
Dialogue: 0,0:08:00.61,0:08:01.67,Default,,0000,0000,0000,,"What are we \Ngoing to do to fix it?"
Dialogue: 0,0:08:01.67,0:08:03.98,Default,,0000,0000,0000,,Because here's \Nthe big idea, 'kay?
Dialogue: 0,0:08:03.98,0:08:07.62,Default,,0000,0000,0000,,If you miss a number on one week\Nand you still want to hit your
Dialogue: 0,0:08:07.62,0:08:10.22,Default,,0000,0000,0000,,target for the month, you\Ngotta make it up the next week.
Dialogue: 0,0:08:10.22,0:08:11.36,Default,,0000,0000,0000,,If you miss it for the month,
Dialogue: 0,0:08:11.36,0:08:13.03,Default,,0000,0000,0000,,you gotta make \Nit up the next month.
Dialogue: 0,0:08:13.03,0:08:16.63,Default,,0000,0000,0000,,Most entrepreneurs set such\Naggressive goals that if they
Dialogue: 0,0:08:16.63,0:08:19.63,Default,,0000,0000,0000,,start to slip there's no \Nway they're gonna catch up.
Dialogue: 0,0:08:19.63,0:08:24.37,Default,,0000,0000,0000,,So you can not take your eye off\Nof the target or the actual for
Dialogue: 0,0:08:24.37,0:08:27.11,Default,,0000,0000,0000,,that period and I'm \Nrecommending weekly.
Dialogue: 0,0:08:27.11,0:08:31.34,Default,,0000,0000,0000,,Number five, assign \Nownership to the funnel metrics.
Dialogue: 0,0:08:31.34,0:08:34.18,Default,,0000,0000,0000,,The reason why we want \Nto do this is if you're the CEO
Dialogue: 0,0:08:34.18,0:08:36.12,Default,,0000,0000,0000,,like I was when \NI was building Spheric
Dialogue: 0,0:08:36.12,0:08:38.35,Default,,0000,0000,0000,,and you feel \Naccountable for everything.
Dialogue: 0,0:08:38.35,0:08:40.99,Default,,0000,0000,0000,,Nobody cares about my business\Nand I always have to check on
Dialogue: 0,0:08:40.99,0:08:44.02,Default,,0000,0000,0000,,people and all this stuff, it's\N'cause you haven't given them
Dialogue: 0,0:08:44.02,0:08:46.59,Default,,0000,0000,0000,,the accountability to update\Nthe number and own the numbers.
Dialogue: 0,0:08:46.59,0:08:48.29,Default,,0000,0000,0000,,You might've said, \N"Hey, I want you to do this."
Dialogue: 0,0:08:48.29,0:08:50.53,Default,,0000,0000,0000,,And they're like, "That's great,\NI know what you want but I may
Dialogue: 0,0:08:50.53,0:08:52.13,Default,,0000,0000,0000,,"not be able to do that." Right?
Dialogue: 0,0:08:52.13,0:08:54.03,Default,,0000,0000,0000,,'Cause a lot of people are like,\N"Well how do I compensate?"
Dialogue: 0,0:08:54.03,0:08:56.84,Default,,0000,0000,0000,,Or, "How do I encourage people\Nin sales or customer success
Dialogue: 0,0:08:56.84,0:08:59.27,Default,,0000,0000,0000,,"when there's no quota \Nor commission structure?"
Dialogue: 0,0:08:59.27,0:09:00.94,Default,,0000,0000,0000,,Look, humans are simple.
Dialogue: 0,0:09:00.94,0:09:03.01,Default,,0000,0000,0000,,We want to know \Nhow the game is played,
Dialogue: 0,0:09:03.01,0:09:05.81,Default,,0000,0000,0000,,how do we score a goal and\Nhow are we doing in that game?
Dialogue: 0,0:09:05.81,0:09:09.25,Default,,0000,0000,0000,,So if you give them the \Nscore and you monitor their
Dialogue: 0,0:09:09.25,0:09:11.15,Default,,0000,0000,0000,,performance, \Nthey will self-adjust.
Dialogue: 0,0:09:11.15,0:09:15.52,Default,,0000,0000,0000,,If they said, "Look, I'm gonna\Ndo 100 sales this month," and
Dialogue: 0,0:09:15.52,0:09:17.86,Default,,0000,0000,0000,,halfway through the \Nmonth they're at 30,
Dialogue: 0,0:09:17.86,0:09:21.100,Default,,0000,0000,0000,,they will fix their activities\Nto adjust and make sure they
Dialogue: 0,0:09:21.100,0:09:24.66,Default,,0000,0000,0000,,make up the missing\Nnumbers to hit the
Dialogue: 0,0:09:24.67,0:09:26.17,Default,,0000,0000,0000,,numbers at the end the month.
Dialogue: 0,0:09:26.17,0:09:29.77,Default,,0000,0000,0000,,'Cause here's the cool part,\Nis everybody on the team knows.
Dialogue: 0,0:09:29.77,0:09:32.30,Default,,0000,0000,0000,,And what I do is I assign \Nthose numbers to the person
Dialogue: 0,0:09:32.30,0:09:33.54,Default,,0000,0000,0000,,responsible for updating it.
Dialogue: 0,0:09:33.54,0:09:37.14,Default,,0000,0000,0000,,So before our weekly meeting,\Nour Weekly Sync which I'll share
Dialogue: 0,0:09:37.14,0:09:39.91,Default,,0000,0000,0000,,with you in a second, \Neverybody goes and updates,
Dialogue: 0,0:09:39.91,0:09:42.28,Default,,0000,0000,0000,,grabs the numbers from these\Ndifferent systems and updates
Dialogue: 0,0:09:42.28,0:09:46.15,Default,,0000,0000,0000,,the spreadsheet so \Nthat they know their number.
Dialogue: 0,0:09:46.15,0:09:48.72,Default,,0000,0000,0000,,So most people don't even know\Ntheir numbers and then they're
Dialogue: 0,0:09:48.72,0:09:51.69,Default,,0000,0000,0000,,accountable to it 'cause they\Nupdated it and then in team
Dialogue: 0,0:09:51.69,0:09:54.53,Default,,0000,0000,0000,,Weekly Sync you review them\Nas a group so you create this
Dialogue: 0,0:09:54.53,0:09:57.06,Default,,0000,0000,0000,,beautiful thing called \Npositive peer pressure.
Dialogue: 0,0:09:57.06,0:09:59.30,Default,,0000,0000,0000,,Where the peers, \Ntheir leadership team,
Dialogue: 0,0:09:59.30,0:10:03.50,Default,,0000,0000,0000,,their other folks on their team\Nare holding them accountable to
Dialogue: 0,0:10:03.50,0:10:06.54,Default,,0000,0000,0000,,their numbers because they\Nreported and if they losing or
Dialogue: 0,0:10:06.54,0:10:08.81,Default,,0000,0000,0000,,missing or slipping then the\Nrest of the team will be like,
Dialogue: 0,0:10:08.81,0:10:11.21,Default,,0000,0000,0000,,"Hey, that's not cool because\Nyou not hitting your marketing
Dialogue: 0,0:10:11.21,0:10:13.51,Default,,0000,0000,0000,,"targets is affecting \Nmy sales opportunities
Dialogue: 0,0:10:13.51,0:10:14.48,Default,,0000,0000,0000,,"and we need to adjust that."
Dialogue: 0,0:10:14.48,0:10:18.25,Default,,0000,0000,0000,,So make sure you assign \Nownership of the metrics to
Dialogue: 0,0:10:18.25,0:10:21.52,Default,,0000,0000,0000,,individuals that should own\Nthose within your company and
Dialogue: 0,0:10:21.52,0:10:24.89,Default,,0000,0000,0000,,ideally per category, \Nnot individual numbers.
Dialogue: 0,0:10:24.89,0:10:26.33,Default,,0000,0000,0000,,Somebody should \Nown customer success.
Dialogue: 0,0:10:26.33,0:10:27.59,Default,,0000,0000,0000,,Somebody should own sales.
Dialogue: 0,0:10:27.59,0:10:29.56,Default,,0000,0000,0000,,Somebody should own marketing.
Dialogue: 0,0:10:29.56,0:10:32.70,Default,,0000,0000,0000,,So quick recap on \Ncreating a killer scorecard.
Dialogue: 0,0:10:32.70,0:10:34.47,Default,,0000,0000,0000,,Number one, funnel metrics.
Dialogue: 0,0:10:34.47,0:10:37.67,Default,,0000,0000,0000,,Make sure you list the\Nmetrics on the left side of your
Dialogue: 0,0:10:37.67,0:10:40.47,Default,,0000,0000,0000,,spreadsheet \Nsorted by top of funnel,
Dialogue: 0,0:10:40.47,0:10:41.81,Default,,0000,0000,0000,,mid funnel, bottom of the funnel
Dialogue: 0,0:10:41.81,0:10:44.78,Default,,0000,0000,0000,,and then operational \Nor finance numbers.
Dialogue: 0,0:10:44.78,0:10:46.81,Default,,0000,0000,0000,,Number two, weekly measurement.
Dialogue: 0,0:10:46.81,0:10:49.75,Default,,0000,0000,0000,,Every week your team \Nshould update those numbers.
Dialogue: 0,0:10:49.75,0:10:52.42,Default,,0000,0000,0000,,Three, net new or ratios.
Dialogue: 0,0:10:52.42,0:10:55.19,Default,,0000,0000,0000,,Don't put totals \Nor cumulative numbers.
Dialogue: 0,0:10:55.19,0:10:57.19,Default,,0000,0000,0000,,Put the new \Nactivity for that week.
Dialogue: 0,0:10:57.19,0:10:59.66,Default,,0000,0000,0000,,Four, targets and actuals.
Dialogue: 0,0:10:59.66,0:11:02.90,Default,,0000,0000,0000,,Know where you're going, how are\Nwe measuring on our way there on
Dialogue: 0,0:11:02.90,0:11:05.16,Default,,0000,0000,0000,,a monthly and quarterly \Nbasis and adjust accordingly.
Dialogue: 0,0:11:05.16,0:11:08.23,Default,,0000,0000,0000,,And five, assign ownership.
Dialogue: 0,0:11:08.23,0:11:11.90,Default,,0000,0000,0000,,Everybody on your team that's\Nresponsible for a project or an
Dialogue: 0,0:11:11.90,0:11:14.67,Default,,0000,0000,0000,,outcome should own \Nthe number associated to it
Dialogue: 0,0:11:14.67,0:11:17.34,Default,,0000,0000,0000,,and that is how you keep \Naccountability, clarity,
Dialogue: 0,0:11:17.34,0:11:19.98,Default,,0000,0000,0000,,and a high \Nperforming team executing.
Dialogue: 0,0:11:19.98,0:11:21.75,Default,,0000,0000,0000,,So as I mentioned at \Nthe beginning of this video,
Dialogue: 0,0:11:21.75,0:11:25.25,Default,,0000,0000,0000,,I want to share with you the\NWeekly Sync agenda structure
Dialogue: 0,0:11:25.25,0:11:28.92,Default,,0000,0000,0000,,that I use to run my \Nteam meetings every week.
Dialogue: 0,0:11:28.92,0:11:32.47,Default,,0000,0000,0000,,I mean it is the most \Ncomprehensive focused
Dialogue: 0,0:11:32.47,0:11:35.13,Default,,0000,0000,0000,,and high output team structure.
Dialogue: 0,0:11:35.13,0:11:38.30,Default,,0000,0000,0000,,Every week I have \Nthings like customer headlines.
Dialogue: 0,0:11:38.30,0:11:40.90,Default,,0000,0000,0000,,We talk about issues, \Nwe talk about our scorecard.
Dialogue: 0,0:11:40.90,0:11:42.90,Default,,0000,0000,0000,,Hence why I wanted to \Nshare this framework with you.
Dialogue: 0,0:11:42.90,0:11:45.84,Default,,0000,0000,0000,,We talk about the big rocks that\Nwe need to execute but we do it
Dialogue: 0,0:11:45.84,0:11:48.78,Default,,0000,0000,0000,,in a very structured \Nway that gets us in and out.
Dialogue: 0,0:11:48.78,0:11:51.44,Default,,0000,0000,0000,,Everybody synced up \Nand executing for the week.
Dialogue: 0,0:11:51.44,0:11:55.68,Default,,0000,0000,0000,,So you can click the link below\Nto download your copy today and
Dialogue: 0,0:11:55.68,0:11:58.28,Default,,0000,0000,0000,,if you liked this video, I'd\Nencourage you to click the like
Dialogue: 0,0:11:58.28,0:12:01.59,Default,,0000,0000,0000,,button, subscribe to my channel\Nand be sure to share this video
Dialogue: 0,0:12:01.59,0:12:03.42,Default,,0000,0000,0000,,with a friend and \Nalso leave a comment.
Dialogue: 0,0:12:03.42,0:12:05.89,Default,,0000,0000,0000,,Let me know out of \Nthese strategies I mentioned,
Dialogue: 0,0:12:05.89,0:12:10.40,Default,,0000,0000,0000,,what one thing out of the\Nscorecard strategy were you not
Dialogue: 0,0:12:10.40,0:12:13.17,Default,,0000,0000,0000,,doing that you're gonna change\Nin the way you measure today.
Dialogue: 0,0:12:13.17,0:12:15.40,Default,,0000,0000,0000,,I'd love to hear \Nbelow in the comments.
Dialogue: 0,0:12:15.40,0:12:17.34,Default,,0000,0000,0000,,As per usual, I want to\Nchallenge you to live a bigger
Dialogue: 0,0:12:17.34,0:12:19.50,Default,,0000,0000,0000,,life and a bigger business\Nand I'll see you next Monday.
Dialogue: 0,0:12:22.36,0:12:24.18,Default,,0000,0000,0000,,Perfect, cool.