Cause and Effect KPIs

KPIs or key performance indicators are very confusing. Many sales managers get them wrong by choosing too many lag indicators and are commended to have lead indicators. Some have no idea what we’re talking about but to appreciate the difference is vital. So, I came up with the notion of cause and effect KPIs. Let me explain Cause KPIs are metrics that reveal the actions that cause good selling like numbers of appointments, quality of new prospects, success of exploratory meetings and so on. Effect KPIs are measures which illustrate…

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Reward Don’t Punish

Over Christmas I visited my father in France and hired a car to get around. On my first trip to the gym in the nearby town I drove down a side street which was clearly restricted to 30 MPH (about 45 KPH local). Now back in the UK I would have been scolded for creeping above 30, with an automated sign telling me to slow down you bad person you. Perhaps an angry resident with a mock speed camera or at the very least a massive sign telling me the…

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