Written Lesson
Look back before you move forward
Over these first seven training days you have built the foundation every six-figure rep stands on: a standard, the math behind it, a routine, a tracking system, a mindset that can handle rejection, and solid product and customer knowledge. Today you pull it all together into one page you will use for the rest of this level: your level scorecard.
Review your first week honestly
Before setting targets, look at what actually happened. Pull up the tracking you started on Day 4 and answer:
- How many days did I hit my attempt number?
- What were my conversation, presentation and close rates?
- Which part of my routine held up, and which part slipped?
- What did I learn from my rejections this week?
Do not judge the numbers yet. One week is a small sample. The point is to see where you are starting from so you can measure real progress.
Build your level scorecard
Your scorecard is a single page with four sections. Keep it short enough to read every morning.
1. Your standard and your why. Copy the standard and reason you wrote on Day 1. If anything has changed after a week in the field, update it now.
2. Your targets. Write your daily activity targets from Day 2 and your weekly and monthly results targets: sales, presentations and income. Adjust your conversion rates if your first week showed the originals were too optimistic or too conservative.
3. Your routine. Write your daily routine from Day 3 in a few lines, including your power hours and your end-of-day shutdown.
4. Your focus skill. Look at your ratios and choose the one step in your funnel that is costing you the most. That becomes your focus skill for the rest of this level. The rest of this level covers prospecting, discovery, objections and closing in detail, so pay extra attention to the days that match your focus.
Set your review rhythm
A scorecard only works if you look at it. Commit to:
- Every morning: read your standard, your why and today's targets.
- Every evening: log your numbers and mark whether you met your standard.
- Every week: review your ratios, compare them to last week and adjust one thing.
Put the weekly review on your calendar now, at a time when you will not be interrupted.
Get an outside view
Share your scorecard with your manager or a top rep. Ask them whether your targets are realistic, whether your focus skill is the right one and what they would change. Someone with more experience can often spot a gap in your plan that would take you weeks to find on your own.
What success looks like at Day 30
By the end of this level you should be able to look at your scorecard and see three things: you met your activity standard on the large majority of working days, your focus ratio improved, and you have a clear, data-backed view of what it will take to earn six figures in your role. The income follows the habits.
Phase 2 preview
The next phase is all about prospecting: finding the right people, opening conversations with confidence and filling your pipeline. Bring your scorecard with you every day.
Today, write your scorecard, share it with one person and put your weekly review on the calendar.