ClosersHQGuide
What is a pace gauge, and how do you read it?
A pace gauge is a dial on a goal that compares what you have done so far with where you would need to be today to finish on time. In ClosersHQ it reads Catch-up, On-track or Achieving. It describes your activity; it is not a forecast of sales or income.
Why look at pace instead of the total?
A total tells you how much is done. Pace tells you whether that is enough for today’s date. Forty calls toward a goal of one hundred means something different on day five of a month than on day twenty-five.
What do the three readings mean?
- On-track: you are within 5% of where the plan says you should be by now.
- Catch-up: you are more than 5% behind that point.
- Achieving: you are more than 5% ahead of it.
What is the percentage?
The gauge also shows a percentage: an estimate, from your pace so far, of finishing that goal by its date. Early in a goal it leans on your plan; later it leans on what you have actually done. It is about completing the activity you set, such as a number of calls. It says nothing about results from those calls.
How do I use it?
- Set a goal with a number and an end date, such as 100 calls this month.
- Let it count for you: goals can track your calls and meetings by themselves.
- Check the gauge at the end of a call session. If it reads Catch-up, the next milestone shows the next small number to reach.