The second one is what we call the AMP dashboard, which stands for Activities, Meetings, and Pipeline. We built it during the financial crisis of 2007–2008, when bookings were sputtering a little bit and we realized we needed to track all of the inputs that went into them. We asked, “What is the most important precursor to bookings?” Pipeline. And what puts us into a position to build pipeline? Having really good meetings with clients.
How do you get meetings with clients? Well, to get meetings, you have to drive high-quality activity. Email, while valuable, is not something we track on this dashboard. What we’re looking for is a conversation: Did you connect with somebody and speak with them? This model is really helpful, because if I have a rep who’s maybe not building a lot of pipeline, hopefully he or she is still having a lot of meetings.
If the meetings column is also low, there is opportunity for some good coaching, because at the very least the one thing reps can control is their level of effort. We’ve had new reps who realize they won’t lead the bookings or pipeline dashboard yet, but know the one that is totally in their control is activity. They’ll own that dashboard for 48 of 52 weeks, build a ton of pipeline, and end up as the best rep the next year. The simple inputs lead to success.