Measure It

I attended a Sales Partners Worldwide Seminar last night and it was time well spent. Blair Singer was the featured presenter and he was a pleasure to listen to. There were many things that he discussed that are probably common knowledge within sales circles, but it is his mindset that is a differentiator.

He is a big believer in team and accountability. I appreciated hearing that message, because it is fundamentally how I live my life and coach my clients. It was probably when I first started playing sports as a youth that I learned the benefit of team work and accountability. A well coordinated team effort would out perform a group effort of more talented individuals most of the time.

That brings me to the purpose of this message. How can you determine how well you are doing if you don't measure the results? The answer is you can't determine the results if you don't measure the performance. That which you measure will improve. The assumption there being that you react to the results.

Follow this basic system to see where you stand and what you need to do.

1. Pick the element: (Sales, Cost, Marketing, Service Levels, etc...)
2. Baseline your current performance (Where are you today?)
3. Set your goals (Where do you want to be?)
4. Take action (You know what to do, just do it!)
5. Measure your results. (Daily, Weekly,Monthly,Quarterly,Annually)
6. Readjust your activities. (Do More, Get Help, Get Focused)
7. Repeat steps 5 & 6 until you have achieve your goals.

If I learned anything from my seminar last night it was the need to measure my own activities. As a small business owner, I am constantly in need of a check-up. Most of the time it is a check-up from the neck up that I need most.

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