When a client says their organization wants to increase sales, my first question is Why, aka What are you really after? My second is How? We looked at these questions in more detail in this previous post. The answers frame the selection of the right revenue growth metrics and key performance indices...
We’ve all heard it: “If you’re not growing, you’re dying.” What does this really mean and what’s the best way to define growth? One of the most common goals, or key performance indicators (KPIs), is to increase revenue, usually meaning sales. This article will give context and set the stage...
Originally published on LinkedIn, November 7, 2016 Lesson 1: If you don’t believe the culture of your organization affects its performance, reflect on team sports and think again. Lesson 2: We do love cute animal stories. Squirrel! Lesson 3: The first step in correcting a problem is to identify the...
Understand the numbers to make life better for your organization. Is $30,000 “good” or “bad”? That’s a bad question! Numbers and reports by themselves represent data. There is actually no such thing as a “good” or “bad” number. We need insight and experience to evaluate the data so that it...
