Page 72 - enLIGHTenment - November 2017
P. 72
on the Mark
“If you
don’t know
where you
are going,
you might
end up
someplace
else.”
—Yogi Berra
The KPIs must relate directly to activities that stats (KPI measurement) along with those tracked
can be in uenced. What you include must be by their coach/manager, the goals and actions be-
linked to overall business objectives and the im- come apparent to both of them and each has an
mediate strategy and goals associated with them. intrinsic ownership of the results and the success.
When a ention and measurement are applied, Research done by the Dominican University
they will directly in uence the ability to succeed of California discovered that people who wrote
as well as ag actions that need further a ention.
down their goals and whose actions were sup-
The results and bene ts of using KPIs are seen ported with accountability were 33 percent more
over time. Changing actions and behavior is not a likely to reach their goals versus people who only
speedy process; it requires a ention, energy, and expressed their goals.
consistency.
When external support is increased, along
with focused commitment to speci ed activities
set It but Don’t FoRget It
and weekly reporting, the rate of success rises
Once the KPIs and the coaching process are in- even higher. When using KPIs and coaching per-
troduced and the team understands that these formance indicators for the sales team, success
Mark Okun is conversations are now a regular part of perfor- comes to those who put in the work.
Business Contributor mance inspection and appraisal, you must commit That work includes:
to enLIGHTenment to the entire process. The reason is clear: KPIs ➠ Having a Mutual Commitment to the team
Magazine and and coaching have been established to increase and achieving results, commitment to the
President of Mark overall business performance, not just to develop one-on-one time, and the personal e ort
Okun Consulting & a sales team.
needed to succeed.
Performance Group. The next critical step is the upkeep of the re- ➠ Mutual Accountability between the coach
He has more than corded information; this is the history of success and employee. Each person, team member,
30 years of hands- for the individual and the team. Providing a 3-ring and manager/coach must write down what
on retail experience notebook to each person is a way to have a wri en actions each of them will be doing to a ain
training and coaching account of all the actions that have gone into the the skills needed to win.
sales associates in the coaching for results. There is a direct human-to- ➠ Like any activity, the e orts can be repli-
lighting and furniture human link to the goals, the action plans, and the cated and applied by the entire team. It is
industries. KPI comparisons when they are in the employee’s the drive of the individual and their coach
Mark@bravo handwriting.
that will make goals a reality.
businessmedia.com
When sta members personally track their
Happy Selling!
www.enlightenmentmag.com
70 enLIGHTenment Magazine | noveMber 2017
