If you’re not, then it’s time to start.
Keeping score means measuring your progress. Are you executing on the things that matter? Set yourself up 90 and 180 day targets – and be specific on the metrics to measure them. And don’t get a laundry list – pick 4-5 important yardsticks.
I know lots of CEOs that say they do this, but they don’t do it with discipline – written down, shared with the team, and with a commitment to running the company against them.
Depending upon your growth priorities, you’ll have different things to score, but here are a few examples of what I mean:
- # of new customers acquired
- Leads/Close
- Key Account Wins
- RFP/Win Ratio
- Design wins
- # of new customers acquired
- # of new channel partners signed
- Revenue by customer type
- Customer support response times
- Uptime – MTBF – or some product performance metric
- there are lots more…
Commit to metrics that matter. Write these down and keep them in your back pocket (the entire team should be doing this). Report quarterly on these and hold yourself and your team accountable.
It WILL make a difference.
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