MGT-03
One-on-One Activity Review
Pull ninety days on one person, then write the four lines you will lead with before you schedule the meeting.
The person and the window
30 min per person
Read the response-time distribution, not the average. Eight leads answered in four minutes and two in six hours averages seventy-five minutes and hides a twenty percent failure.
Ninety days, against standard
| Measure | Actual | Standard | On / Off |
|---|---|---|---|
| Median time to first outbound response | 15 min 100% inside 1 hour | ||
| Percent of leads answered inside the response standard | 15 min 100% inside 1 hour | ||
| Percent answered inside the outside limit | 15 min 100% inside 1 hour | ||
| Ups logged in the CRM, same day, against the greeter sheet | 100% same day | ||
| Internet lead → appointment set | 55% | ||
| Appointment set → shown | 75% | ||
| Shown appointment → write-up | 85% | ||
| Showroom up → demo ride | 40% of showroom ups | ||
| Floor up → write-up | 45% | ||
| Write-up → close | 65% | ||
| Internet lead → sale, net | 22-25% | ||
| Floor up → sale | 25-33% | ||
| Unsold follow-up cadence compliance | 8 touches / 30 days | ||
| Open we-owes carrying this person's name | 100% within 14 days |
Compared to himself — his own prior four weeks. Include past-due tasks and leads with no activity in seven days.
| The number | 4 weeks ago | 3 weeks ago | 2 weeks ago | Last week | This week | Direction | Gap to standard, in points |
|---|---|---|---|---|---|---|---|
Cannot, will not, or did not know — three different fixes. A report cannot tell you which one you have. Ask, then write down which it turned out to be.
The four lines — written before the meeting
Documented the same day
One sheet per person per review, kept in the file. Leave without a date and you commented rather than managed. If the people directly above and below on the board show the same broken stage, take it to the funnel worksheet (MGT-02).