clicking here. - SAM University
Contents
1. The U S population is living longer and growing at the rate of 2 5 million per year Retention The industry values retention and provides supportive tools and systems Opportunity The opportunity to accumulate wealth and help others is abundant Mentoring Our industry is built on mentoring and helping each other succeed Insurance The I word is back in vogue and more important than ever Stability Financial services products are needed during all economic times Entrepreneurship The entrepreneurial spirit and freedom to be your own boss is alive and well Sales Activity Management Inc 1100 Jorie Boulevard Suite 314 Oak Brook IL 60523 1 800 254 4726 www sSalesActivityManagement com www eScoreBoard com2. 2 Choose a source for your goals by clicking on the appropriate radio button 3 Based on your choice in Step 1 either select a goal profile your criteria or manually enter your weekly goals 4 Select a timeframe to recalculate your goals Review your Goal Summary annual commission goal for your number of working weeks Click the Submit button aon Dashboard Reports Goals KEY ministration Welcome George Steel gt ScoreBoard eS Sales Activity Management In Overview Set Time Away Set Goals 1 Timetrame 2010 Wk 17 Apr26 May2 Steel George H Goals Set iNo Goals Annual Commission 114400 00 DPrior To Hire Time Away Wk 17 Apr 26 May 2 2010 January ___ Business Development ee m ae Reached Appts Set Appts Made Appts Kept Referral Attempts Referrals Obtained MT WTFES insur 8 Figure 4 Goals Overview sub tab screen Helpful Hint If the activity and commission goals are zero see your manager so they can enter your goals into eScoreBoard Be sure to discuss your strategy for reaching your established goals with your manager Page 8 For technical assistance send email to help escoreboard com or call 1 800 596 4726 eScoreBoard Getting Started Guide Step 4 Input Activity Data Activity may be input by either of two ways clicking the hyperlink from the automated email reminder that you receive daily weekly OR from the Activity Tab on your
3. and the Action Plan that was developed Am I Reaching My Goal Goal Meters measure performance for the Month Quarter and Year to Date to your Goals for those time frames My Trends Compare specific Activities and Results from the drop down menu to current and prior week month and quarter time frames Top Performers YTD Shows the top Producers in your Agency for peer comparison What lf Calculator Shows the potential impact of current key metrics Closing Interviews Closing and Average Size Case to what if numbers for increasing Weekly and Annual production Current numbers based on the average last 13 weeks producer results My Reporting History Using the color coded calendar you can easily see which weeks you HAVE reported your activity numbers in Green and any weeks you HAVE NOT reported in Red My Favorite Reports One click access to your most frequently viewed reports If you value a report enough to automate it by email then it should be added to your Favorites on your dashboard See Reports Step 6 Training Resources Easy access to the eScoreBoard User Documents Dashboard Reports Goals civil Administration Welcome George Steel eScoreBoard Asien Maasssewet let Aga wiagsts Reset What f Calculator Closing int Closing How Much Average Case Size Weeny Commission Annual Commission My Reporting History My Favorite Reports gt 9J Monthly Report WE Appts Set 144 oe A
4. day TIME AWAY will be out of office for the whole week Figure 5 Activity tab screen Helpful Hint eScoreBoard automatically sends you a weekly or daily email that provides a link directly to eScoreBoard to enter your activity data Page 9 For technical assistance send email to help escoreboard com or call 1 800 596 4726 eScoreBoard Getting Started Guide Step 5 Your Business Assessment Reports The Reports Tab from the eScoreBoard Dashboard may be used to set up view and schedule a standard activity report These timely reports are vital for your consistent business assessment focusing on high payoff activities and improving your results Although there are many types of reports available from the Reports tab the standard report will be discussed for our example and is the one that you will wish to view and schedule on at least a weekly basis The standard report will display the following for your analysis e Total activities and production for the time frame that you are selecting daily weekly monthly quarterly etc e Activities to your goals in color coded goal percentages Note get the red out e DVA Dollar Value of Activities As you grow your business these dollar values will become a key business metric for improvement and success e Skill Ratios amp Vital Signs Key success ratios and percentages representing the quality of the sales activities and performance Fo
5. eScoreBoard Dashboard Follow these steps to input activity data 1 Click on the orange Activity Tab to input activity data 2 Verify or select a time frame week or day you would like to input activities for 3 Enter your activity from your planner in each category default input shows 0 4 Enter any notes regarding the activity you just entered Case information business and personal reminders and 1 1 session reminders to review with your manager If applicable select the TIME AWAY radio button otherwise leave the default selection Click Submit On Automated Email Reminder Click on the hyperlink which links you directly into your Activity Input Screen Follow Steps 2 through 6 shown above Dashboard Reports Welcome George Stee Score 4 Timeframe This Week E E Act Subm d W No Activity Steel George Prior To Hire I Time Away Wk 17 Apr 26 May 2 2010 January Business Development MTIWTES Appts Made Appts Kept Referral Attempts aed 0 0 0 aomnmmi g ii 12 13 1 15 16 Der Closing Int 18 19 0 2 2B o 0 0 E 25 26 27 28 29 30 February Ne __ New Clients Insur Apps Insur Inv Prod 0 0 0 0 MIT WTES EEE Last Updated Mon 26 Apr 2010 15 16 06 GMT EI 22 23 24 28 26 27 f March Enter Notes for the Week Displayed on Report MT WTES oe lormation g E 4 a al information for PEP 1 1 Session with Manager 3 a O WORKING will be working atleast 1
6. list on the left and Add to the Selected Users section Welcome Email Click the Welcome Email checkbox to send the newly added Administrator an automated email containing the eScoreBoard internet address the User ID and Password to access the system This option is only available when you add the new Administrator to the system Click the Save button to add the Administrator to the system Set Admin Permissions Click on your name as the Selected User In the Set Admin Permissions box set the administrative permissions for each function by verifying the default option or clicking on No Access from the Edit option Save Permissions Click the Save Permissions button Dashboard Reports Activity Administration Welcome George Steel My Profile My Administrators User Details First Name George Last Name Steet Email Address george steei escoredoard com User Name demo fsagent3 Hire Date LS Client Usertd Account Settings Weekly Enabied Activity Logging Email Reminder Daily Disabled User Custom Fields Change Password Figure 3 Administration tab My Profile Screen Page 7 For technical assistance send email to help escoreboard com or call 1 800 596 4726 eScoreBoard Getting Started Guide Step 3 Goals One of the most critical steps in using eScoreBoard is establishing your activity and production goals Goals are what bring activ
7. the My Profile sub tab Click on the Change Password button on the lower right of the screen You will be prompted to enter your current password and your new password twice for verification 3 Click the Save Password button You will receive verification that your password has been changed Click the X to close out the password box and return to the main screen 4 In Account Settings verify that the Weekly or Daily radio button is checked as appropriate Verify that the Email Reminder radio button is checked Enabled Add Administrator as applicable The My Administrators sub tab allows you to create an account for an administrator who doesn t report activ ity but may access your account for administrative functions to report your activity set up your reports etc The Administrator will have a separate User ID and Password to access your account Follow these steps to create an administrator account 1 2 DOn Under the red Administration tab click on the My Administrators sub tab Click New in the lower right of the screen Admin Details Fill in each field with the appropriate information In each of the password input fields input the initial password for this administrator We suggest changeme as the initial password that may be changed when the eScoreBoard is accessed for the first time by the Administrator Available Users Select your name from the available
8. you engaged in requesting or asking for referrals during a business or other meeting i e referral gathering requesting referrals and or introductions Referrals Obtained The total number of referrals or introductions obtained All of the referrals that are quali fied should be included in your Qualified Suspects total as well New Seens The number of business appointments where you are meeting the suspect or prospect for the first time These are sometimes referred to as Initial Interviews or Approach Appointments Bus Meals A kept business appointment taking place over a meal Optional Qual Susp A person or business entity that meets your minimum criteria for a potential client To be Quali fied you should generally know a Suspect s name age address occupation title approximate income and telephone number All Referrals Obtained who are qualified should be included in this total Fact Find The total number of New Fact Finding interviews These only include new initial Fact Finding inter views not interviews where facts are updated on existing prospects or clients This is sometimes referred to as an initial Needs Assessment Discovery Interview or Confidential Information gathering appointment Any company approved Fact Finding form or process may be used Cases Open Refers to a person or business entity whom you have enough information about that in your Opinion has a strong interest in doing busine
9. Name or eMail Password case sensitive Auto Login E Forgot your password or need Login help Click Here Figure 1 e ScoreBoard login screen Basic Navigation Familiarize yourself with the tabs across the top The color coded tabs are the same for all users regardless of access level The online Help is contact sensitive so it displays help topics for the page you are viewing Dashboard Reports Goals Activity Administration Help Log Out Your Dashboard home page includes the following features e My Focus Helps you to focus on sales activities that drive your practice The Performance Funnel is your prospecting activities pipeline and shows your sales activities conversion ratio The Success Gauges highlight four key success metrics to your goals e My Projections Gives you a snapshot of your year to date performance as well as how your full year will look if you maintain the current pace It also shows how your full year will look if you begin to hit your established goals so you can compare possible future sales performance based on historical sales and goals Page 5 For technical assistance send email to help escoreboard com or call 1 800 596 4726 eScoreBoard Getting Started Guide SAM Action Plan Notes may be created from the SAM Action Plan sub tab in the Reports Section The notes posted to your Dashboard are a result of the Coaching 1 1 Meeting with your Manager
10. ORMULA Qualified Suspects of Weeks Closing Int Week The number of Closing Interviews you conduct on average each week FORMULA Qualified Suspects of Weeks Points Day The number of Points on average you earn per day FORMULA Business Meals Qualified Suspects 0 5 Fact Finders Cases Open Closing Interviews Days Worked Insur Policy The average first year commission received per insurance policy sold FORMULA Insurance Insurance Apps Revenue Inv Prod The average revenue generated per security transaction FORMULA Investment Product Investment Products Closing Interviews Any meeting or interview in which you ask a prospect or client for their business It most commonly refers to asking for money but may also refer to a request for their signature or approval for any thing that advances the sale toward a positive decision and successful conclusion You are asking the prospect or client to take an action which is required for the finalization of the sale Total Closing Interviews Closing The percentage of your Closing Interviews that result in a Buying Entity Buying Entities Closing Interviews Average Case Size The total economic value of each Buying Entity FORMULA Insurance Investment Product Buying Entities Page 12 For technical assistance send email to help escoreboard com or call 1 800 596 4726 eScoreBoard Getting Started Guide Hel
11. SALES ACTIVITY MANAGEMENT INC Getting Started with eScoreBoard Financial Services Producer Version Work Smart eScoreBoard Getting Started Guide TABLE OF CONTENTS INTRODUCTION To eScoreBoard THREE PRINCIPLES OF SALES Activity MANAGEMENT GETTING STARTED Producer Activity Step 1 Log onto eScoreBoard Step 2 Administration Step 3 Goals Step 4 Input Activity Data Step 5 Your Business Assessment Reports CATEGORY AND Ratio DEFINITIONS HELPFUL HINTS FinaL COMMENTS 2010 by Sales Activity Management Inc For technical assistance send email to help escoreboard com or call 1 800 596 4726 eScoreBoard Getting Started Guide Introduction to eScoreBoard Welcome to eScoreBoard Its purpose is to allow you to achieve your potential while making you more efficient and effective through the use of technology Though results are your primary motivation it is the high pay off activities that will help you get there This Getting Started Guide is designed to be your do it yourself guide to prepare you to effectively use eScoreBoard by getting you started with both the concept of Activity Management through readings on the philosophy and with the tools through an activity checklist It is not intended to be a complete User Refer ence Manual The eScoreBoard User Manual and Help Guide are available once you have logged on and can be found by clicking the Hel
12. act management system you are currently using along with your Planner ScoreBoard requires only that activity data be collected and entered on a daily or weekly basis eScoreBoard handles the rest What are some foreseeable obstacles e Ifyou are like most people you don t like change Your desire for change has to have enough significant perceived benefit in order to justify the change e Only 1 in 4 people gravitate toward systems Turn that around and you realize that 3 out of 4 of us have to be led to them e You want independence You were attracted to the financial services industry because of its promise of independence however most of us tend to mistake independence with no need for discipline and regimen e People tend to resist accountability Despite how proven and pragmatic it is you may find reasons to resist positive change Don t be discouraged you will need to let repetition do its job and you ll eventually recognize that you and your practice are the main beneficiaries We trust you will soon be a believer through your own experience and results How long will it take to see results First things first research suggests its takes 21 days to form a new habit and it is no different with reporting activity Accounting for weekends it will take you 30 calendar days to establish this new habit To say that the first month is important is an understatement You need to stay focused and organized Once the habits are formed f
13. ard Verify that your Email Reminder is enabled www escoreboard com Add an Administrator if applicable Check status box and continue to the next task Step 3 Goals eScoreBoard Getting Started Guide Review or Set Goals and Time Away as applicable Quick Reference Card Check status box and continue to the next task www escoreboard com Step 4 Activity eScoreBoard Getting Started Guide Input Activity Data Quick Reference Card Check status box and continue to the next task www escoreboard com Step 5 Reports eScoreBoard Getting Started Guide Set up a Weekly Standard Report Quick Reference Card Check status box www escoreboard com Page 4 For technical assistance send email to help escoreboard com or call 1 800 596 4726 eScoreBoard Getting Started Guide Step 1 Login to eScoreBoard From Internet Explorer go to www escoreboard com and login with the UserID and password provided by your manager or administrator Enter your User ID and password in the eScoreBoard Login box shown on your screen Click the Log In button Clicking the Auto login checkbox will allow you to access the system with only your password For easy access to eScoreBoard be sure to set it up an internet Favorite or as a shortcut icon on your desktop Refer to the Training Resources User Documents for more information Welcome Guest eScoreBoard SALES ACTIVITY MANAGEMENT INC User
14. ark Comparison ratios only 2 Display Where is my Report After you have sett above criteria simply click the View Report button Figure 6 Reports tab screen Check out the new and enhanced eScoreBoard Reports Performance Bundled Reports Usage Report The SAM Action Plan Graphs and more The SAM Action Plan is an electronic preparation and follow up tool for the coaching 1 1 session that allows for you and your Manager s input emailing printing and file documentation Notes from the Action Plan will be posted on your Dashboard and displayed front and center for you all week Page 10 For technical assistance send email to help escoreboard com or call 1 800 596 4726 eScoreBoard Getting Started Guide Category and Ratio Definitions CATEGORY DEFINITIONS Days Worked The number of days you worked Fractional days i e 0 5 are accepted Dials Dials for business appointments If you dial it count it Reached Actual phone contacts with people who have the authority to book an appointment with you Appts Set The number of appointments booked for any future date as a result of the telephone reaches Appts Made The total number of appointments appearing on your calendar as you begin each day week including those made by phone or in person Appts Kept The total number of appointments that are kept each day week Referral Attempts The total number of actual times
15. elp escoreboard com or call 1 800 596 4726 eScoreBoard Getting Started Guide Category and Ratio Definitions continued Insur Apps This is the number of submitted life insurance or related insurance sales units These are gener ally sales that require underwriting such as life disability or long term care insurance However some offices include annuities in this category Inv Prods This is the number of submitted sales of products that do not require underwriting such as equities securities annuities and other financial products or fees Be sure to check with management for clarification Insur The first year commission for the insurance applications that you have submitted Inv Prod The commission you have earned from the sales of any Investment Product Total This is the total commission Total Insurance Investment Product RATIO DEFINITIONS Dials To Reached The number of dials on average it takes to reach one decision maker FORMULA Dials Reached Reached To Appts Set The number of reaches on average it takes to set one appointment FORMULA Reached Appts Set Appts Kept Day The number of appointments on average that are kept per day FORMULA Appts Kept Days Worked Appts Kept The percentage of your Appointments Made that are Kept FORMULA Appointments Kept Appointments Made Qual Susp Week The number of suspects you qualify on average each week F
16. ere your strengths and opportunities for improvement lie Activity management is a career long commit ment You should avoid the mistake of thinking that activity tracking is only necessary during the early years of your career Discipline is a career long commitment that can pay big dividends Although activity management will certainly improve your performance when implemented correctly it is not a panacea We can t forget that the financial services business is first and foremost a people business Remember that you are behind the numbers and at the end of the day those who establish the best relation ships and see the most people will succeed Finally you must accept the fact that you are ultimately responsible for your own success It has been said that destiny is not a matter of chance but one of choice It is the activities that you choose to perform that will ultimately shape your destiny and you are the one who is responsible and in control of those activities We wish you the greatest of success and trust that eScoreBoard will help you achieve it We have included the following recommended readings to help you get started The Spirit to Serve by J W Marriott E Myth by Michael Gerber As a Man Thinketh by James Allen Think amp Grow Rich by Napoleon Hill The Common Denominator of Success by Albert E N Gray Page 3 For technical assistance send email to help escoreboard com or call 1 800 596 4726 eScoreBoard Ge
17. ers and managers to be able to better manage their business to continually improve results Now in its third generation eScoreBoard is a system that continues to be designed through a collection of ideas from some of the most talented people in the industry around the country and across many different financial services companies While eScoreBoard is not a cure all it is a critical component to providing the critical need to know information to better manage your practice Many factors will influence your success but we hope that eScoreBoard helps you impact your productivity Remember the fundamentals will always apply e Activities produce results e Improve the activities and the results will inevitably follow e No one can ever become their best if they don t keep score And finally Sales Activity Management is more than the name of our company it is the belief that we all have the ability to achieve great things and that activity management doesn t leave success to chance Our mission is to inspire confidence and success by providing the most effective activity management tools avail able anywhere Thank you for the opportunity to be a resource for you and to make a difference in the suc cessful careers of producers across the industry Page 13 For technical assistance send email to help escoreboard com or call 1 800 596 4726 PROMISE Seven Top Reasons to be in the Financial Services Industry Population
18. is Weekly Report B New Seens 4a WE Now Chients 18 Appts Set To New Clients 8 0 to 1 Training Resources el ti reBoard Video Tour User Documents Projections Yest To Date Performance Year To Date Performance Future Projection based on Past Performance 5558 Future Projection bases on Personal Goals Year End Projection Year End Projection Based on your past performance it you mest your weekdy gosie going forward You wet not reach your stated goa of 114 400 Dy year s end you wat not reach your stated goal of 114 400 by year s ond SAM Action Plan Notes from Last Week 7 No Notes trom Last week Meeting Am Reaching My Goal Category Referrals Obtained z Timstrams This Month vs Last Month v Avg s s v sum E u v Top Performers YTO uven Weeks Average Report Branson runaro artey Ftp Dougias mara moony soe omer pam 3750 31 264 91 195 1 179 Figure 2 Dashboard Page 6 For technical assistance send email to help escoreboard com or call 1 800 596 4726 eScoreBoard Getting Started Guide Step 2 Administration Change Password and Verify Account Settings The first time you login you will use a default password such as changeme or password your manager or administrator will let you Know which Follow these steps to change your password 1 Click on the red Administration tab and you will be in
19. ity management into focus by allowing you to measure your activity weekly or daily against the standards you set with your manager Remember an effective goal setting process actually begins with working with your manager to create a well defined business and marketing plan Follow these steps to set goals Click on the green Goals tab and you will be in the Overview sub tab To the right of the Overview sub tab are the Set Time Away and Set Goals sub tabs Overview e Just beneath your name the Annual Commission Goal shows your annual production goal based on the total commission dollars input weekly times the number of working weeks excluding weeks set as time away e The Activity and Results sections show the standards for your activities and production on a weekly basis e The scrolling calendar on the left hand side of the screen shows the weeks of the year that you have goals set in green and those weeks without goals in red It also highlights any set time away in yellow Set Time Away 1 Click on the Set Time Away sub tab 2 Use the drop down menu or the annual calendar to the left to select a specific week 3 Click the radio button TIME AWAY will be out of the office the entire week 4 Click the Submit button to the right You will receive confirmation that your working status changed successfully 5 The selected week is now highlighted on your calendar Set Goals 1 Click on the Set Goals sub tab
20. llow these steps to view print and schedule your reports 1 Click on the blue Reports tab You will be in the Basic sub tab Select the Standard report type 2 Select the time frame and the options you would like displayed in the report 3 Click on the View Report button to generate the report 4 Schedule any reports to come to you by email on an automated basis for any time frame weekly monthly quarterly or other time frame Be sure to also set up these reports on your Dashboard as your Favorites so that you may drill down to time frames as desired See Schedule This Report and Add to Favorites links on the Reports Basic tab 5 To print or save a Report click on View Report to bring up the report Click the print icon or select a format for printing saving and click the Export link Once in the Export function you can Open the report and print or Save the report Note you can also adjust the size of the document from the 100 drop down menu Dashboard R Activity Administration Help Log Out Welcome George Steel ScoreBoard t Ine Managemen Basic I Usage Favorites Scheduling SAM Action Plan Custom Reports Report Type Standard _ Advanced Bundled Comparison Graphs Leaderboard Projections 4 Timeframe Last Month z 7l Goals GoalAchieved Wlova Elsuccess Tips Vl Notes L Peer Comparison ratios only F Company Benchm
21. or reporting sales activity it will take another 30 60 days to feel like it is a regular part of your practice management process At the end of the first 90 days or sometimes sooner you will be able to see the trends of your practice begin to emerge Anything from gathering recommendations to phoning effectiveness to your average commission per case you ll have the information you need at your fingertips to be able to hone in on what you are doing well So you don t forget to keep doing it and where you need to improve Ultimately you will improve your efficiency and make more money Our belief is that while you cannot control results you can control the activities that help lead you there An activity based practice management system does not leave success to chance It stimulates regimen discipline and repetition which can go a long way to increase confidence and productivity It brings out our best Page 2 For technical assistance send email to help escoreboard com or call 1 800 596 4726 eScoreBoard Getting Started Guide Three Principles of Sales Activity Management These are the three guiding principles of Sales Activity Management e Sales is a numbers game Quantity e Quality activities produce quality results Quality e What gets measured tends to get done and improve Measurement By measuring the quality and quantity of sales activities you ll gain a solid understanding of your practice and wh
22. p tab from any screen We believe It starts with You You need to care enough about your business to input the data so the reports generated by eScoreBoard have value to you as a business owner Unless you do what you need to do on a daily and weekly basis you and your productivity will drift Your Manager is Invaluable No one is more influential on your career than a trusted manager or mentor Your relationship is one of the most critical providing you with an objective view of your practice and connecting you to your firm to take ad vantage of the value it brings What is sales activity management It is a philosophy and a strategy that empowers its users to have more confidence and better control of their own success by providing a performance road map to get on track and stay on track It is the belief that we all have the potential to achieve great things and that activity management doesn t leave success to chance Here is a more complete definition Sales Activity Management the self empowering process of identifying managing and measuring high payoff sales activities in order to continually improve results By using the principles of activity management you will achieve a better understanding of your business You will be able to see both the activities that are driving your results as well as identify where bottlenecks are oc curring Your manager or mentor can play a crucial role in clearing any bottlenecks by hel
23. pful Hints The following Helpful Hints includes additional information to help you get started and stay functional with the system For more helpful hints and detailed instructions please see our online Help once you have logged on to eScoreBoard GENERAL e User ID s amp Passwords User ID s are not case sensitive and are usually firstname lastname You can also login using your email address Passwords are case sensitive e UserlD s Once a UserID is created it cannot be changed If your name was accidentally misspelled please email technical support to correct it ACTIVITY e Activity Input All fields are required CATEGORY DEFINITIONS It is important to understand the definitions of each of the activity and production categories as well as the skill and conversion ratios shown on the reports Definitions of the categories and reports ratios may be found in three different locations e The Glossary found in the eScoreBoard Dashboard Help Tab e The Activity Input Screen in eScoreBoard by hovering over the categories with your mouse the definition will appear in a pop up screen e eScoreBoard Getting Started Guide ADDITIONAL TRAINING RESOURCES e Log on to www escoreboard com to access the Help function which includes detailed user manuals on how to effectively use the system Final Comments from Sales Activity Management Inc eScoreBoard is a field driven tool that was born out of the simple need of produc
24. ping you to diagnose them and develop solutions What is eScoreBoard eScoreBoard is an integral part of a collection of tools that come together to form a turnkey activity manage ment system for your practice From a technical standpoint eScoreBoard is an online scorekeeping system which enables you to enter your personal productivity goals so you can submit activity data and produce reports to analyze your progress towards your goals Submitted activity can be viewed and analyzed by both you and your manager so eScoreBoard is a perfect tool for personal accountability as well as for your one on one coaching sessions Page 1 For technical assistance send email to help escoreboard com or call 1 800 596 4726 eScoreBoard Getting Started Guide When you are using e ScoreBoard you ll experience the benefits of a secure online hosted application that provides e 24 7 availability e Instant access to reports that update in real time e Available anywhere you have internet access work home or while you re on the road e The ability to submit daily weekly activity via an email link to eScoreBoard eScoreBoard quickly converts the data entered into easy to use summary reports that include skill ratios dollar value per activity charts graphs etc eScoreBoard is not a Client Relationship Management CRM system We let others manage information we help you manage activity and success You should still use whatever automated cont
25. ss with you and someone with whom you most likely have a fu ture appointment scheduled This can refer to either business with a new prospect or repeat business with an existing client Closing Int Any meeting or interview in which you ask a prospect or client for their business It most com monly refers to asking for money but may also refer to a request for their signature or approval for anything that advances the sale toward a successful conclusion You are asking the prospect or client to take an action which is required for the finalization of the sale Points This is derived column calculated by adding up your Business Meals Qualified Suspects 0 5 Fact Finders Cases Open Closing Interviews This column seeks to quantify mutiple activities into one value Buying Entities The number of households families pocket books or organizations that purchase your prod uct or service Since you may sell multiple insurance products or other financial instruments to one entity this is a vital number to track and the only way in which you can accurately track your closing ratio New Clients This is the number of premium or commission payers individuals entities upon whom you have submitted business who are new to your practice for either core life or other financial products Existing clients who make repeat purchases are not included This is a measure of client base growth Page 11 For technical assistance send email to h
26. tting Started Guide Producer Activity Purpose As a result of completing this activity you will become familiar with the basic functionality of eScoreBoard and be able to perform these Basic eScoreBoard skills more details and screenshots may be found in the following pages e Login to the system e Administration change password enable email reminder amp add Administrator as applicable e Goals Review or Set Goals and Time Away as applicable e Activity Input Activity data e Reports Set up a Weekly Standard Report Instructions e The Producer s Activity Checklist below details a suggested process for learning to use eScoreBoard e Use the Producer s Activity Checklist to track your progress as you complete each task This Activity Checklist should be completed as soon as you are notified about having access to the eScoreBoard Producer s Activity Checklist Status Task Outcome Where To Find lt Read eScoreBoard Getting Started Guide e eScoreBoard Introduction What s in it for me brochure e Three Principles of SAM e Getting Started e What s in it for me brochure Check status box and continue to the next task Step 1 Access eScoreBoard Getting Started Guide Login to eScoreBoard Quick Reference Card Check status box and continue to the next task www escoreboard com Step 2 Administration eScoreBoard Getting Started Guide Change your password from the system default Quick Reference C
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