If you can’t measure it, you can’t improve it
Peter Drucker, the author of more than 39 books on business, is credited with inventing modern business management.
Perhaps the most fundamental appointment in business management is attributed to him, and it is this:
“If you can’t measure it, you can’t improve it.”
You can credit Drucker for all the KPIs it collects and measures, and for all the software that has been built to measure all the statistics in your sales process, i.e. calls, contacts, close rates, top, middle and bottom management. funnel. etc.
Recently, I had a concrete example of how motivating measurement results can be when I downloaded a fitness app called Pacer. It is a standard exercise and a step counter. Much like Fitbit, which I never used.
Pacer can track an exercise routine, such as a two- or three-mile walk, and / or tracks all of your steps in one day, as long as you have your phone in your pocket as you walk around the office or home. . etc.
To help motivate you, you have a pre-programmed goal of 10,000 steps per day. If you do, you are considered to be very active that day. Maintains a weekly total, broken down by day, which can be displayed with a bar chart or many other varied variations.
What I noticed right away is that as soon as I started measuring my steps for each day, I had a desire to improve it the next day.
If I hit 10,234 steps on Monday, I wanted to do at least 11,000 steps on Tuesday. And on Wednesday, I wanted to do at least 11,500 steps.
Just actively measuring my level led me to look for ways to improve it the next day. For example, during the walk that I always took, I would look for ways to make it longer, whether it be taking the next street or walking the entire greenway or finally doing two full laps instead of one!
Indeed, simply by measuring my daily steps, I have improved the number that I am now taking on a daily basis.
And guess what? The same goes for anything else. If you want to start saving more money, even $ 20 or $ 50 a week, start measuring your savings at the end of each week and each month and each quarter. I guarantee that if you do, you will find ways to save $ 5 or $ 10 or more each week.
And the same is true of sales activity. Don’t just let your manager or company measure it, set your own sales activity goals, and track daily or hourly.
This is a technique that I still use to increase my production, which unsurprisingly always increases my sales results.
So ask yourself: Do you have measurable goals for the areas of your life that you would like to improve? If not, start writing down some measurable goals or activities right now. And then measure your progress each day.
And just like Peter Drucker said, in a short time, you are likely to improve in the areas you are measuring.