British Lions and KPIs

And how these affect you in your business. I watched the Lions play the other day and was intrigued as to the coaches high up in the stands. They all had their noses in laptops throughout the game. Why? Well, they were monitoring statistics and metrics or KPIs as we call them. Key Performance Indicators. KPIs show the coaching team how each player is doing. Players have a box of tricks sewn into the shirts, which constantly feed back live information to these laptops. Energy levels, heart rates and so…

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A Fatal KPI Mistake

KPI’s, metrics, sales measurements…call them what you like, but they dominate the lives of salespeople. I’ve spoken to hundreds of them who continuously moan about the futility of the KPIs that they are measured against. But firms continue to design and measure completely irrelevant metrics. Let me explain the mistake that many make. The quote comes from Ken Bate’s excellent documentary of the Vietnam War and the USA’s insistence to measure body count. In other words how many dead enemy soldiers they could achieve each day/week/month. A ludicrous KPI but…

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How to Measure and Reward a Sales Manager

I carry out a lot of coaching with sales managers of various sectors to help them achieve the aims of their role. Many are relieved to realise that their role involves achieving their sales targets through their sales team and not doing the sales themselves. Essentially their role is to recruit, train, coach, motivate, stimulate and ultimately move their sales people onto their next role. The difficulty comes when you try and create a set of KPIs and rewards to measure and motivate, so here’s ten areas where you can…

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