The old adage that If you cannot measure it, you cannot manage it is especially true when trying to achieve the business goal of increase sales for your coaching practice. For most coaches according to Stephen Fairley author of Getting Started in Personal and Executive Coaching increase revenue for most coaches should be one of their top goals since:

• Only 9% of coaches are currently making more than $100,000 a year
• 53% of all coaches makes less than $20,000 a year

Within your strategic plan, there should be a strategic action plan for all key areas. This action plan holds your goals and tracks your progress towards achieving those measurable results.

Years ago a mentor of mine once mentioned that business and sales people confuse motion with progress and activity with results. Individuals can be very busy in the day to day motions, but may not be making any forward progress therefore not achieving results. This is what I call the In Syndrome working in the business instead of working on the business.

As a business coach or executive coach, what results do you track? If you have a strategic plan, the first tactic is to look to your dashboard. The business dashboard is much like the dashboard of an automobile. This tool holds the key performance indicators necessary to ensure that high performance is always happening and does not include cruise control.

Daily or weekly key performance indicators for a business coach to track may include:

• # of calls
• # of appointments
• # of presentations
• # of commitments
• # of networking sessions attended
• # of speaking engagements
• # of contacts from website
• # of articles written
• Actual Sales revenue

Remember, your tracking results should be in alignment with your strategic action plan.

If you truly wish to increase your revenue in the next year and not be in the majority of business coaches who make only $20,000 a year, then begin to track the results of your activity to ensure forward progression.