The Numbers Tell The Story
Whether you’re in Politics, Business, Sport or Show Business, the numbers tell the story.
Everything in life has a scoreboard.
The Three Measurement Choices
You have three choices.
#1 – You only measure results – Did we win or lose? Did we make money or not?
#2 – You only measure process – How many inside 50’s? How many shots did we take? How many appointments did you make last week? How many phone calls did you do? How many proposals did you submit last month? How many hours did you work (or bill)?
#3 – Or You can measure both. Which one of these choices do you make?
My recommendation would be to measure both BUT…
I would recommend you spend more time measuring process than you do results.
Process determines results.
Use the right process, get the right results.
Process is something you have immediate control over.
Process is something you can impact NOW.
You can make 10 more calls in the next 30 or 60 minutes.
Not All Measures Are Equal
Some people are analytical mad – they’ll measure 35 different KPI’s hoping that all that analysis will bring an insight that will give you a competitive advantage – that no one else will see.
If you think of the movie ‘Moneyball’– that gives that thought some credence.
Let the analysts have the 35 KPI’s but most Managers and certainly most team members only want 3 (or 5 at the most) KPI’s to guide them.
What Are Your Top 3 KPI’s?
So what are your top 20% of predictive KPI’s?
What are the 20% that best predict final performance?
In most cases when it comes to Sales, it will be Number of Contacts you make.
The more people you speak to, the more sales you will make (in most cases).
As James Malone, CEO of my client Wesbeam often says ‘Get the Quantity Up and the Quality will come..’
In other words, the more people you speak to, the more practice you get, the more feedback you get, the more you have a chance to adapt, adjust and improve.
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