Turn your target into daily activity
A target is an output you can't "do". Work it backwards to the action you can. Your target doesn't have to be money — pick the unit you're measured in.
₦8,000,000 ÷ ₦48,000 per win
167 orders
167 orders ÷ 33% conversion
505 pitches/mo
505 pitches ÷ 20 days
25 a day
The target was never reachable on this activity. It needs ~505 pitches a month, but you're sending 40 — about 12.6× short. This was never an effort problem. It was arithmetic nobody had done.
Find the four holes in the bucket
Fix the pipe you already have before chasing new water. Size each leak in naira.
Traffic accounts you never reach
₦1,120,000
Conversion pitches that die
₦907,200
Basket wins smaller than they could be
₦598,000
Retention accounts quietly leaving
₦500,000
Here's the good news. Your leaks add up to ₦3,125,200, but your gap to target is only ₦1,800,000. You don't have to plug every hole — fix the biggest, most reachable one or two and you've already beaten the target.
What should be in every basket
Define the healthy product mix, then see the gap between ideal and actual.
| Product / service line | Per win now (₦) | Ideal per win (₦) | Gap |
|---|---|---|---|
| Core / staple line | ₦0 | ||
| High-margin add-on | ₦8,000 | ||
| Complementary line | ₦5,000 | ||
| Total basket | ₦48,000 | ₦61,000 | ₦13,000 |
Every win is ₦13,000 lighter than it could be. Across 130 wins a month, that's ₦1,690,000 — won from customers you're already closing. This is the same as your Basket leak; the mix shows you exactly which line is missing.
How this fits: this sharpens your Basket leak on the Four-leaks tab — it shows exactly which line is missing. It doesn't add to your total leaks; it explains one of them. (No double-counting.)
Aim your effort where the value is
Map each zone or account group: what share of your revenue it holds vs what share of your time it takes. Where they don't match, you have a reallocation move.
| Zone / account group | % of revenue | % of your time | Verdict |
|---|---|---|---|
| Defend — under-served | |||
| Ration — over-served | |||
| Ration — over-served |
Your reallocation move: pull time out of the over-served zones and protect the under-served, high-value ones. Same hours, aimed better — that's revenue without more effort.
Verdict logic: revenue much higher than time = under-served, defend it. Time much higher than revenue = over-served, ration it. Roughly equal = hold. The fix is reallocation, not more hours.
How this fits: this doesn't change your gap or your leak total — it tells you where to aim the effort to close the gap you already found. Diagnosis decides what to fix; this decides where.
Your weekly scoreboard
Five numbers, each guarding one leak. Reviewed every week, same day, same time.
METRIC
MY TARGET
OWNER (who checks it)
Accounts covered
guards Traffic
Close rate
guards Conversion
Average order value
guards Basket
Accounts gone quiet
guards Retention
Weekly revenue
the bottom line
What "owner" means: the one person accountable for checking this number each week and acting when it moves. Working solo? That's you on every row — just write "me". Leading a team? Decide who owns each: the rep for their own patch, or you for the team.
The rule — a number nobody reviews is decoration. Pick ONE fixed slot a week — same day, same time, e.g. Monday 8:30am for 15 minutes — and protect it like a client meeting. A review that happens "when I get a chance" never happens. Doing this by hand every week is tedious on purpose: feel that, and you'll understand exactly what an always-on version would do for you.
SAMPLE NUMBERS LOADED
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A one-page summary of your numbers, your leaks and your first move — yours to keep.
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