If someone has only 2 calls by 2 PM, the question is: “What obstacle is blocking calls?” not “Why are you lazy?”
A whiteboard in the team area with each person’s daily tally. Updated after every call. janet mason keeping score
Number of completed sales calls per day (not per week – too slow). If someone has only 2 calls by 2
| Score Range | Action | |-------------|--------| | 0-30% | Stop. Review fundamentals. | | 31-70% | Continue but tweak one variable. | | 71-100% | Increase target or add challenge. | Goal: Increase monthly sales calls from 100 to 150. | Score Range | Action | |-------------|--------| |
In any competitive or goal-driven environment, the question inevitably arises: Are we winning or losing? Janet Mason, a renowned strategist and performance coach, popularized the "Keeping Score" methodology to answer that question with clarity. Unlike vague progress reports or gut feelings, her system transforms abstract goals into tangible, trackable metrics.
Pick one goal. Define one metric. Write it down. Update it once before you finish reading this article. Article inspired by principles attributed to Janet Mason’s work on performance metrics and behavioral accountability.