The old adage of “what gets measured gets done” is an overused/abused cliché, but it captures the essence of a SALES culture. EVERYTHING, and I mean EVERYTHING, needs to be MEASURED.
ACTIVITY / PRODUCTIVITY.
WHAT WORKS / WHAT DOESN’T.
EVERY NUMBER / EVERY PROJECT.
Two of the best people I have ever worked with offer terrific insights here.
Fred ‘Falcon’ Mickelson is a former ‘big dog’ at a very large corporation, ‘professional’ volunteer leader, board chair, and an absolutely brilliant thinker.
“Activities are necessary and lead to results, but activities are NOT results. Therefore, keep track of activities, but set REAL goals and measure progress towards achieving those goals on a specific, pre-set timeline.”
REMEMBER, YOU GET WHAT YOU MEASURE!
Terry Fairholm is a former Suddes Group partner and ‘hockey puck’ with an MBA and 20 years of super successful FIELD experience as one of the best campaign leaders in the industry.
“It’s not about activity, it’s about RESULTS. ‘Getting the word out’ is a statement that has never made any sense to me. We (development professionals) don’t get paid to get the word out; we get paid to raise money.”
