Business InsightsPERFORMANCE MANAGEMENT

If you can't measure it, you can't manage it!

If you can't measure it, you can't manage it!

4 Step Process…• Step1. Be clear about what it is that you want to

manage, get specific around key metrics

• Step2. Measure the current state based on these metrics, include charts and rankings to highlight top performers

• Step3. Make your results public, share them as broadly as possible across all stakeholders

• Step4. Repeat the process at regular intervals, ideally monthly, highlighting the changes from one month to the next

Step1. Be Clear And Concise• Be very clear about what it is that you would like to

manage

• If it is ‘Orders’ that you want to manage, then you should specify:• how many orders you want,

• by product,

• by region,

• by team, and

• by individual

• Also specify things like target margins or any other characteristics that are important to the success of your business

Step2. Measure The Current & Future States

Month 1 Month 2 Month 3 Month 40

1

2

3

4

5

6

Qty Value Margin

RankingsCurrent Month Last Month

Bill 1 3

Sue 2 2

James 3 1

Step3. Go Public• Make your results public, share them as broadly as

possible across the organisation, making use:• Email groups (Distribution lists)

• Newsletters,

• Intranet posts,

• Blogs,

• Traditional notice boards etc…

• Praise the top performers and those that have made good progress

Step4. Repeat The Process• Repeat the process at regular intervals, ideally

monthly, highlighting:• Top individual performers

• Most improved individuals

• Best performing region/manager

• Other categories, etc.. Best margin

• Pair up a top performer with an under-performer

• Incentivise the teams to out-perform each other and watch your performance exceed your expectations

SummaryIf you can't measure it, you can't

manage it!

• Get specific around key metrics, specify quantity, type, frequency etc…

Step 1 Be Concise

Try it for yourself• Start with just one metric – the most important one

• Choose the easiest one to track and measure

• Add and fine tune metrics as you go along

• Reflect on the process• What worked well

• What could have worked even better

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