We all know a version of this quote form Aristotle: We are what we repeatedly do. Excellence therefore is not an act, but a habit. And then some may have heard about this quote, or read it in a book…
Last week I facilitated a workshop on Daily Management at a B2B client. A motivated group, eager to improve, but unfamiliar with Lean practices like A3 problem solving or daily stand-ups. They had KPIs in place – well-documented and even reviewed regularly.…
As the teams are rushing to hit quotas in these last few weeks for the years (or get business ready to fall in January), you, as commercial leader, are or should be busy setting the KPI’s for next year. This…
Introduction In many B2B organizations, the marketing and sales teams operate like separate entities, each with its own goals, processes, and metrics. I’ve seen in really all companies I worked for and with. So there’s no shame, it happens to…
I’m a very strong believer in KPI’s, how it can drive a business forward, how it supports your strategy and mostly how it drives accountability and transparency with commercial teams. I’ve written earlier on how to do it well and…
Bad news happens fast, good news happens slow Morgan Housel on an interview with Diary of a CEO Morgan Housel, the author of a.o. the Psychology of Money, makes this quote in the context of how compounding on the long…
I keep on coming back to the topic of KPIs. I’ve written earlier about typical mistakes and how to prevent them, mostly in relation with commercial teams. What I’ve found is that it’s really important to differentiate between leading and…
No matter what they say, sales or the act of selling is not an art. (for the record: neither is marketing). Succesfully selling a product, service or solution is either luck (you’d be amazed how often people get lucky) or…
Only last week did a customer for the first time talk about my logo, and he had it figured out. He recognised what it meant. In proper lean cultures, where KPI’s are set properly, you have a safe environment for…
Or how to prevent going down the trap known as ‘Goodhart’s Law’. How we know it: When a measure becomes a target, it ceases to be a good measure What he actually said: Any observed statistical regularity will tend to…