What are Key Performance Indicators? What they should entail? How do you determine which to track? How often if ever you should change them?
Strategic Discipline Blog
How does one measure performance?
This past week I posted a blog on Pearson's Law Revisited. I'd only wished I'd listened to Aubrey Daniels' Bringing Out the Best in People first before writing it. In Chapter 11 I was struck by Daniels' comment, "measuring doesn't change a thing!" He noted that a great many people in business believe that measuring a problem is tantamount to solving it.
Some time ago I wrote a blog about Pearson's Law. Few people are aware of it yet when quoted most nod in agreement. Pearson's law states that, "When performance is measured, performance improves. When performance is measured and reported back, the rate of improvement accelerates."
One of the keys to success is the discipline to develop systems. Sales people as a rule reject systems. In many cases they feel success is all about them. The good ones recognize they use a system, following essentially the same basics with each prospect.
What's the biggest obstacle to making a sale today? Answer: Your prospect doesn't believe he has a problem, and if he does, he doesn't believe he has the capability to change. In fact 40% of all sales don't close, not because your competition won the opportunity, but because your prospect didn't see the problem or didn't believe they could change. That's right 40% of your opportunities are lost simply because your prospect didn't see the problem or wasn't convinced they could change.
Eric Keiles and Mike Lieberman authors of Reality Marketing Revolution, asked thought provoking questions and let us know that the old model for marketing is broken. The good news you can change your behavior and find a way to position your company as remarkable.