Drowning in Data? How the Right Metrics Revived Sales for One Melbourne Business
Author: Dave Hamilton
Metrics – they’re everywhere in business, right? I’ve seen businesses measure too much and some not enough. And it can be hard to know if you’re sitting pretty or missing out. And the big question is: are you even measuring the right things?
Here’s a real-life story for you
I recently worked with a client who was having a rough time with their sales. They had a big sales team and plenty of data, but something wasn’t quite right.
They were laser-focused on lagging indicators – the stuff that shows you what’s already happened. But here’s the thing: no matter how hard you stare at a lagging number, you can’t change it. It’s like shouting at the TV during a footy game – the outcome’s already been decided.
This approach meant they were in the dark about the stuff that really mattered: the actual steps leading up to a sale.
So, what did we do?
Working with the leadership team and the sales manager, we rolled up our sleeves and got down to business. We honed in on what the sales team should be focusing on. We got clear on the key parts of the sales process and what would really move the needle on those sales targets. And we set up measurements for those key areas.
It’s like we suddenly had a giant magnifying glass. All the stuff we wanted to measure was in clear view, and our goals were right there with it.
The sales team got it – they knew what they needed to focus on. And they had the right tools to keep everyone accountable and in the loop. Those new scorecards were a game changer – they made sure the right people had the info they needed, when they needed it.
And guess what? Over time, the sales team got their mojo back. Sales became steady again, and the process was more consistent.
Now, it’s your turn
So, time for a bit of honesty – are you measuring the right things in your business?
If you’re not sure, then let’s chat. Your business deserves clarity. Your team deserves to know what they’re aiming for. And you deserve to have a handle on your metrics.
Give me a shout, and let’s talk about how we can bring structure, clarity, accountability, and better communication into your business. The right measurements can make all the difference, and I’m here to help you find them.
Date Published: June 2023
