Archives for posts with tag: Measurement

I realise that are two ways you could interpret the title of this blog post. I don’t mean that the good ones want to be measured in their approach, in other words, considered, careful, circumspect, even though that might be a good thing in many situations. I mean that they want to be measured, by us.

Good sales people are confident in their abilities and want to be measured. The better measured they are, as long as the system of measurement is fair, the clearer their effort is, the better they sell, the better they’re rewarded.

The less good don’t want to be measured, or want to be measured less. The less they’re measured, the more they can hide in the grey areas that are equivocal and open to interpretation, wiggle room and excuses. Same for marketers too.

If you’re hiring sales people, and you know you have a product that sells well – not that you can sell well, that other people can sell well – look for the ones that want to be tied down to targets and measurements. They’re the ones who want to see their progress, be judged accurately on their efforts, and be rewarded accordingly.

 

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There used to be a saying from parent to child that got adopted by business:

‘Don’t pull up the plant every 5 minutes to see if the roots have grown.’

The implication was that you needed to give things time to bed down, to settle. Give them a chance, then monitor, measure and adjust if necessary.

That’s really not valid any more. In the digital era you can tell in 5 minutes if something’s working, or not working, especially if you’re in the volume business. You can check the roots as often as you like. You can tweak something, see if it works, and tweak it again, ad infinitum.

You’re in constant tweak mode, like when you’re driving, making many¬†micro-corrections on the straight, large adjustments to overtake or big turns at a bend or junction.

Pull up those plants immediately. Test early and test often.