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...
Discussions about organizational success inevitably include the topic of growth. When we say we want our organizations to grow, what do we really mean? And how do we make sure that growth is smart and sustainable? What is growth? Some of the most common metrics relate to gross sales, profitability, net...
Before you start the "next big thing", learn from the past big thing. You’ve probably heard a variation on the saying about those who don’t learn from history being doomed to repeat it. It applies to organizations as well. Learn from past investments to improve future returns. Tremendous investments of resources (time,...
SMART Goals in Action Last week's article demonstrated how good intentions are just not enough when setting goals. SMART goals (Specific, Measurable, Achievable, Realistic, Timely) are very popular because they are effective with only a small investment of time and attention. How? When? Where? Who? What? SMART goals are results-focused because you...
Make Your Goals SMART It’s that time of year where many make New Year’s resolutions – unfortunately only 9% of people achieve their goal. Good intentions are a great start. Many fail because the goal is ill-defined, over-ambitious, or unrealistic. Your organization, just like us as individuals, is much more likely to achieve...
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...
Originally published on LinkedIn September 28, 2016 Wells Fargo’s management actions and inactions over the last several years have led to the organization now experiencing a real life worst case enterprise risk management scenario that hits all notes -- reputation risk, strategic risk, compliance risk, legal risk, market risk…it goes...
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...
Originally published on LinkedIn September 21, 2016 This week finds Wells Fargo CEO John Stumpf facing heavy criticism and calls for his resignation in congressional hearings following last week’s $185 million fine levied by federal regulators. The crux of the issue is a poorly designed sales quota and incentive pay...
