Worksheet: Give new business its own job and number

When everyone hunts and farms, farming wins the busy month. This sheet says where growth must come from and gives new-business work its own role, days or target. It builds the Competent step of the check:

New-business and existing-account work are separated by role, by time or by target, and each has its own number that is reviewed.

Step 1. Say where next year's growth comes from

Source	Revenue next year	Share of the growth
Existing accounts buying more
Replacing accounts we expect to lose
New accounts
e.g. New accounts	$4m	40%

The larger the share from new accounts, the more step 2 matters.

Step 2. Pick how to separate the work

Way to separate	How it works	Suits a business where
By role	Some people only win new accounts and hand them over after a set period	New accounts are a large share of growth
By time	Every rep keeps fixed days for new business	The team is small or patches are wide
By target	Every rep carries a separate new-business number	Reps know their prospects best

If you split by role, write the hand-over rule: when a won account passes to an account manager, and who is credited for it.

Step 3. Two numbers, reviewed apart

Number	Owner	Target for the year	Month 1	Month 2	Month 3
New business won
Existing-account revenue

Read the new-business number first each month, on its own line.

Done when: new-business work has its own role, days or target, and its number is reviewed apart from the existing book every month.

Adapted from our own sales model (PSP, 2008).