Check (customer contact) is the fundamental business move, the basic unit of business measurement. Yet, in 25 years of consulting, I’ve never found a company that knows exactly how many Check moves it makes each business quarter, how often they flip the switch from Uncheck to Check.

FACT: Sales are a direct consequence of customer contacts. If we use quarterly sales projections why don’t we use quarterly projections for customer contacts, for Check moves? To help escape from the darkness of Uncheck and take control of your business, make quarterly projections of your Check moves and keep daily measurements of how often you flip the switch. It’s possible to do (we’ll show you how in this book) and always raises the sales activity – UNCHECKTOCHECK.

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