BETTEREXECUTION
Makes dreams happen
@cwodtkewww.cwodtke.com
hi
I have worked many great places and done many impossible things.
Along the way, I have learned important lessons I’m here to share, including…
Don’t get sued
Once upon a time there was a start-up.
Hanna
Jack
(because no one is dumb enough to start a company with their own money, right?)
Restaurant Suppliers
Restaurant Suppliers?
Hell no
Let’s talk to Jim
JimLet me tell you a story
“I looked out the window at the Ferris wheel of the Great America amusement park revolving in the distance, then I turned back to Gordon and I asked, “If we got kicked out and the board brought in a new CEO, what do you think he would do?”
Gordon answered without hesitation,
“He would get us out of memories.”
“Why shouldn’t you and I walk out the door, come back and do it ourselves?” Andy Grove
Jim
“let’s pretend we’ve already decided”
Hire a sales guy? Change the
website…
Hire a sales team.
Restaurant Suppliers!Restaurant Suppliers!
But wait, there’s more!
OKRsObjectives and Key Results
OKRsObjectivesKey results
OKRsO: DreamKR: Success criteria
“Google did more than adopt it,” says Doerr. “They embraced it.”
OKRs became an essential component of Google culture. Every employee had to set, and then get approval for, quarterly OKRs and annual
OKRs.”
OKRsO: Qualitative
Shoot for the moon dream
Objective: Establish epic value to Restaurant Suppliersas the best tea provider
OKRsKR: Quantitative
“How do we know we met the objective?
KR: Reorders at 85% KR: 20% of reorders self-serve KR: Revenue of 250K
Objective: Build an effective sales team
AND Objective: Build a responsive customer service approach
Objective: Build an effective sales team
AND Objective: Build a responsive customer service approach
Your turn!Objective:KRKRKR
OKR Test
Does it take a full quarter to achieve?Is it really hard? 50% Confidence?
Credit: http://wklondon.typepad.com/Team reluctantly agrees
Hell no
Credit: http://wklondon.typepad.com/Team Wiffed ALL
I want you to meet…
Raphael
You’re doing it WRONG
CADENCE
CommitmentMondays are for promises
Fridays are for winners
Objective: Establish clear value to distributers as a quality tea provider
KR: Reorders at 85% 5/10KR: 20% of reorders self-serve
5/10KR: Revenue of 250K 5/10
Key Risk Factors: Need new self-serve system up in first month
Priorities this week
Next 4 weeks - Projects
OKR Confidence
Team Health:
Distributor satisfaction Health:
HealthYellow
P1
P1
P1
Green
Close deal with TLM Foods
Team struggling with direction change
3 solid sales candidates in for interview
Passive reorder notificationsNew self serve flow for distributorsMetrics for distributors on tea salesHire Customer service head
New Order flow Spec’d
Objective: Establish clear value to distributers as a quality tea provider
KR: Reorders at 85% 5/10KR: 20% of reorders self-serve
5/10KR: Revenue of 250K 5/10
Key Risk Factors: Need new self-serve system up in first month
Priorities this week
Next 4 weeks - Projects
OKR Confidence
Team Health:
Distributor satisfaction Health:
Org HealthYellow
P1
P1
P1
Green
Close deal with TLM Foods
Team struggling with direction change
3 solid sales candidates in for interview
Passive reorder notificationsNew self serve flow for distributorsMetrics for distributors on tea salesHire Customer service head
New Order flow Spec’d
Commitment!
Objective: Establish clear value to distributers as a quality tea provider
KR: Reorders at 85% 5/10KR: 20% of reorders self-serve
5/10KR: Revenue of 250K 5/10
Key Risk Factors: Need new self-serve system up in first month
Priorities this week
Next 4 weeks - Projects
OKR Confidence
Team Health:
Distributor satisfaction Health:
Org HealthYellow
P1
P1
P1
Green
Close deal with TLM Foods
Team struggling with direction change
3 solid sales candidates in for interview
Passive reorder notificationsNew self serve flow for distributorsMetrics for distributors on tea salesHire Customer service head
New Order flow Spec’d
Commitment!
Heads up!
Objective: Establish clear value to distributers as a quality tea provider
KR: Reorders at 85% 5/10KR: 20% of reorders self-serve
5/10KR: Revenue of 250K 5/10
Key Risk Factors: Need new self-serve system up in first month
Priorities this week
Next 4 weeks - Projects
OKR Confidence
Team Health:
Distributor satisfaction Health:
Org HealthYellow
P1
P1
P1
Green
Close deal with TLM Foods
Team struggling with direction change
3 solid sales candidates in for interview
Passive reorder notificationsNew self serve flow for distributorsMetrics for distributors on tea salesHire Customer service head
New Order flow Spec’d
Commitment!
Heads up!
Discussion & Support!
Objective: Establish clear value to distributers as a quality tea provider
KR: Reorders at 85% 5/10KR: 20% of reorders self-serve
5/10KR: Revenue of 250K 5/10
Key Risk Factors: Need new self-serve system up in first month
Priorities this week
Next 4 weeks - Projects
OKR Confidence
Team Health:
Distributor satisfaction Health:
Org HealthYellow
P1
P1
P1
Green
Close deal with TLM Foods
Team struggling with direction change
3 solid sales candidates in for interview
Passive reorder notificationsNew self serve flow for distributorsMetrics for distributors on tea salesHire Customer service head
New Order flow Spec’d
Commitment!
Heads up!
Discussion & Support!
Protect what
matters
DEDICATION
TO YOUR GOALSTO YOUR TEAM
Fridays are for Wins & Wine
(or beer)
Engineering demos
Engineering demos
Design demos
Engineering demos
Design demos
Sales & Bizdev shares wins
Engineering demos
Design demos
Sales & Bizdev shares wins
Beer
Everybody needs bragging time
•Motivates team to have something to share•Makes you feel like part of something special•Show progress
Credit: http://wklondon.typepad.com/Back to the Team
We’re doomed
You didn't make your
OKRs…
Credit: http://wklondon.typepad.com/
"I don't think we're marketing right"
"We had to deal with wrong orders and late
deliveries to Los Gatos"
"We didn't hire a second salesperson!"
"We had some problems with the performance of
the site"
It’s OK.We’re trying
again…
One OKR for quarter
It’s OK.We’re trying
again…
Weekly check-insOne OKR for quarter
It’s OK.We’re trying
again…
Friday Celebrations
One OKR for quarterWeekly check-ins
Team made 2 of 3 KRs!
Metrics are growing!
Series A
Happily ever after?
BUT WAIT THERE’S MORE
GOODBYE RATRACE
OBJECTIVE: BE FINANCIALLY
STABLE, PRESERVE HEALTH
DO WORK I LIKE.
KR: EARN 30K OVER THREE
MONTHS DOING WORK I’D DO EVEN IF I WASN’T PAID
KR: HAVE A MANAGEABLE BUDGET TO
PREDICT EXPANSES
KR: ZERO ACID REFLUX, ZERO
BACK PAIN
HELLO, DREAMLIFE
Thank You
@cwodtkewww.cwodtke.com
I coach teams and individuals to make dreams into realities.
New Book coming soon! Get notified at alerts.theexecutionerstale.com
Tips on OKRS• Set only 1 OKR for the
company, unless you have multiple business lines. It’s about focus.
• OKRs are not the only thing you do, they are the one thing you must do. Expect people to keep the ship running
• Give yourself 3 months for an OKR. How bold is it if you can do it in a week?
• Keep the metrics out of the objective. The objective is inspirational.
• In the weekly check in, open with company OKR then do groups
• OKRs cascade; set company OKRs, then groups/roles, and then individual’s.
• Weekly OKR check in is a conversation. Be sure to discuss change in confidence, health metrics and priorities
• Encourage employees to suggest company OKRs.
• Friday celebrations is an antidote to Monday’s grim business. Keep it upbeat!
Learn more: http://www.eleganthack.com/the-art-of-the-okr/
Thanks to my awesome students in my Designer as Founder class. Especially An, Justin, and Jack for their lead roles.They were paid in pizza, just like a real startup.
As Harry Max for not suing me when I use his picture.