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...
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...
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...
