Sales KPIs can make, or break, your sales results.
This article is part of our series to help you create a robust one page plan for your company // Excerpted from the book: Business Execution for RESULTS, by Stephen Lynch
Business leaders find themselves getting busier – chasing new opportunities, meeting new prospects and customers, scoping new projects, finding great people, and pursuing a variety of other important tasks. And that means your productivity and the productivity of your people will directly impact your ability to benefit from this recovery in the months and years to come.
How many psychologists does it take to change a light bulb? Just one, but it has to really want to change. Trying to Change Others' Behavior.
Management (and life) would be so much better if we could make people change when we needed them to. Business execution and getting the results we want would be so much easier if people just did what we told them to.But it doesn't work that way. I've tried changing how other people behave. Most of the time it was unsuccessful. On those rare occasions that it worked, it didn't last. Often it was counterproductive and a waste of time. Like trying to get my daughter to pick up in her room.
When I was a boy who dreamed of becoming a fighter pilot, I tried to learn everything I could about jet planes. That's when I heard about flameout for the first time. A flameout is "the failure of a jet engine caused by the extinction of the flame in the combustion chamber." I've never seen a jet engine flame out, but I've seen a lot of flameouts in business. You probably have as well.
Everybody shows up motivated for the first day on the job. Unfortunately, for many people at many companies, that's the most motivated day they'll ever have. In fact, one study by Booz and Company concluded that 15 percent of all new hires think about leaving on the very first day.
I recently read a great interview in the New York Times with David Cote, chairman and CEO of Honeywell. He made some insightful observations about leadership which I have summarized and commented on here.
One of the keys to effectively manage and coach your people is to make everyone’s performance visible. The Harvard Business School calls this management approach “radical transparency” and it has been found to deliver superior results.
Many companies use Dashboarding software to be more effective at tracking and managing their Key Performance Indicators, Projects and Tasks. However, research published in the Harvard Business Review showed that most companies still do a poor job of tracking and managing how we invest the most important resource of all; our time.
Since implementing the RESULTS.com software, communication between staff members regarding reaching targets and goals has improved ten-fold. (There is also healthy competition with the new “gamificiation” feature!)
Tania Young – Director – BRAVEday
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