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...
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...
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...
