1. BizX Canada Awards
  2. How to Close More Sales
  3. Why Connecting with the Tough Decision Makers is Worth Your Time
  4. Having A Bad Day? Find Something Beautiful
  5. What are you worth?
  6. 10 Ways to Foster a Culture of Innovation and Creativity
  7. What are you Measuring in Your Business
  8. 7 Ways to Dramatically Grow Your Business
  9. Company Culture – How to Cultivate the Right Kind for Your Business
  10. How to Keep Your Employees Happy at Work
  11. Four Reasons to Use B2B Email Marketing
  12. Qualities of Good Leaders
  13. How Stress Can Affect Your Job Performance
  14. Making a Customer Relation Management (CRM) System Work For You
  15. Do You Have The Symptoms Of Affluenza?
  16. Culture Of Leadership
  17. A Business Coach Engages in Provocative Conversations
  18. Did you Make Your Move in 2018?
  19. Are You A Carrot, An Egg, Or A Coffee Bean?
  20. Measure Your Way to Success by Using KPI’s
  21. Ensure a Good Return on Your Investment
  22. A Business Coach; A Clients Journey to Self Discovery
  23. Is Your Business Growing or Dying
  24. Breakeven Analysis
  25. Keeping Score in a Winning Business
  26. Exercise wisely…
  27. Roots
  28. Muck & Money
  29. Who said that?
  30. Why are owls so wise?
  31. Business Success: Eight Fundamentals
  32. Uncomfortable Conversations
  33. Are you working hard or just working long hours?
  34. Investing Time on the Right Tasks
  35. COACHING — Not just for GOLF!
  36. Don’t Think Outside the Box – Redefine It!
  37. Ten Reasons People Resist Change
  38. The Art of Delegating
  39. How to Make Your Business Writing Twice as Good
  40. Increase Profits by “Pruning” Your Business
  41. Features versus Benefits
  42. Are you lucky? Or just on your game?
  43. 10 Elements of a World-Class Company
  44. How fresh are your marketing strategies?
  45. Business: The $20,000 Phone Call
  46. Business – Game Changer
  47. Are you still learning?
  48. Riding a Dead Horse
  49. Business & Baseball
Friday, December 13, 2019
  1. BizX Canada Awards
  2. How to Close More Sales
  3. Why Connecting with the Tough Decision Makers is Worth Your Time
  4. Having A Bad Day? Find Something Beautiful
  5. What are you worth?
  6. 10 Ways to Foster a Culture of Innovation and Creativity
  7. What are you Measuring in Your Business
  8. 7 Ways to Dramatically Grow Your Business
  9. Company Culture – How to Cultivate the Right Kind for Your Business
  10. How to Keep Your Employees Happy at Work
  11. Four Reasons to Use B2B Email Marketing
  12. Qualities of Good Leaders
  13. How Stress Can Affect Your Job Performance
  14. Making a Customer Relation Management (CRM) System Work For You
  15. Do You Have The Symptoms Of Affluenza?
  16. Culture Of Leadership
  17. A Business Coach Engages in Provocative Conversations
  18. Did you Make Your Move in 2018?
  19. Are You A Carrot, An Egg, Or A Coffee Bean?
  20. Measure Your Way to Success by Using KPI’s
  21. Ensure a Good Return on Your Investment
  22. A Business Coach; A Clients Journey to Self Discovery
  23. Is Your Business Growing or Dying
  24. Breakeven Analysis
  25. Keeping Score in a Winning Business
  26. Exercise wisely…
  27. Roots
  28. Muck & Money
  29. Who said that?
  30. Why are owls so wise?
  31. Business Success: Eight Fundamentals
  32. Uncomfortable Conversations
  33. Are you working hard or just working long hours?
  34. Investing Time on the Right Tasks
  35. COACHING — Not just for GOLF!
  36. Don’t Think Outside the Box – Redefine It!
  37. Ten Reasons People Resist Change
  38. The Art of Delegating
  39. How to Make Your Business Writing Twice as Good
  40. Increase Profits by “Pruning” Your Business
  41. Features versus Benefits
  42. Are you lucky? Or just on your game?
  43. 10 Elements of a World-Class Company
  44. How fresh are your marketing strategies?
  45. Business: The $20,000 Phone Call
  46. Business – Game Changer
  47. Are you still learning?
  48. Riding a Dead Horse
  49. Business & Baseball

Technology in sport today has become increasingly sophisticated and enables monitoring of individual and team performance to levels unheard of even 10 years ago. Basic scorekeeping is taken for granted and we now see an instant array of data available for immediate analysis and magic eyes to challenge the decisions of human scorekeepers, umpires and referees.

In business, it can be much the same. In larger organisations and in the corporate world, or any fast moving workplace, how easy is it for any of us to forget to do the basics? Many of these systems don’t require anything other than simple personal discipline to test and measure, every day, every week and every month. It seems like a major undertaking at the start but like many tasks, when organised, established and routine it takes just a few minutes a day.

A “Dashboard”, just like the one in your car that tells you what’s going on, will give an instant perspective on your business’ performance for the previous week. The content will vary from business to business, however, typical content might be as follows for the past week:

Winning Business:

How many Leads did you receive?

Where did they come from by source? (eg Referrals, Website, Telemarketing, Local Newspaper Advertisements)

How many Sales did you make?

What was your Conversion Rate?

What was the Value of your Sales?

What was the Average Value per Transaction?

Financials:

What were your Invoiced Sales?

What was your Gross Profit?

What were the Cash Receipts?

What was the Bank Balance at the close of the week?

How many Debtor and Creditor Days did you have at the close?

Operations:

How many Direct Labour Hours were available for production or service delivery?

How many Direct Labour Hours were invoiced this week?

What is the Measure of Time Expected versus Time Taken on jobs and tasks?

What is the Percentage Right First Time?

What was the value of Wastage?

It can be tempting to focus on the completion of a “Dashboard” as a goal in itself. However, without regular review, there is no reflection on the wins, challenges and learnings for the week. It makes sense to set time aside to do this at a regular time each week and compare the results with pre-set targets which are stretching yet achievable and realistic. Some of these might be “Key Performance Indicators” looking at activity, whereas some will be outcomes or “Key Results Indicators”.

Measurement of Operational Performance can become more complex, however, the simple difference between paid for labour hours and billable hours that appear on invoices (when multiplied by charge-out rate) may give a Blinding Flash of the Obvious in terms of lost profit each week. Maybe there is a need to generate more orders to fill the capacity? Maybe there are overtime costs which can be saved? Or perhaps it’s a timely reminder to just raise the bar in productivity and re-engage the team.

Whether there’s a need to focus on more sales activity, sales performance, more marketing effort, better cash collection systems, or operational efficiencies, the old adage applies: “You can’t manage what you don’t measure”.

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