Most month end reviews look backwards. The number is final, the reasons are offered, and the next month starts the same way. These five questions turn the review into a plan.
1. Where is the gap?
Not “are we behind?”, but where. Which territory, which route, which distributor. A total hides more than it shows.
2. Did the shops get a visit?
Compare planned shops with visited shops. If the gap is here, the fix is the route, not the pitch.
3. Did visits turn into orders?
If visits happened but orders didn’t, look at stock, range and what shopkeepers are saying.
4. Did orders reach the shop?
Booked against delivered. If orders were lost after booking, the conversation belongs with the distributor.
Each question rules something out. By the fifth, you know where to act.
5. What will we do differently, and who owns it?
Every review should end with an action, an owner and a date to look again. Next month, start the review by checking whether it happened.
