This is something I have my clients do.
Certainly not the only way to do it, but it works well for us.
Let’s say you have a sales goal this year of $900,000.
That’s $75,000/month in remodeling sales.
So that’s the monthly goal you’re aiming for.
Bust out a spreadsheet like the one you see in the photo.
Look at the jobs you have SIGNED. (Not ones that you THINK you’ll sign, but only ones that are under contract.)
List those projects out in Column A and put their Total Sale amount in Column B. Now think.
This requires you to look at your production schedule.
This requires you to ballpark how much of each project you would expect to produce each month.
As an example – the ‘Hunt’ project in the spreadsheet will start in November and we’ll produce (and collect) half of it in November.We’ll finish (and collect the rest of the money) in December.
Plug those numbers in.
As you go through all of your signed projects, review your schedule and plug in the data, you’ll get a total at the bottom for each month. NOW – you compare that total to your monthly sales goal. (In this example it’s $75,000/month)
The spreadsheet is showing us we’re solid in November, ahead (more money than we budgeted!) in December, and we’ve got work to sell to fill up January.
A few things:
- I’ve found that 3 months (this month, next month, and the following month) is a good way to do this (not 4 or 6 months – just stick to 3)
- While reviewing your P&L (looking in the rearview mirror) is very important to see what has happened in the recent past – looking AHEAD (at what’s coming up) is just as important.
- By creating this and keeping it up to date, you are thinking through what you signed, your schedule, it gives you a kick in the butt to push sales through to signing, gives you clarity/peace of mind (or a bit of stress/reality check) when you review the numbers.
It’s a simple exercise and it’s been very helpful for a lot of my coaching clients (remodelers like yourself.)
Email at firstname.lastname@example.org back with any questions.