From guessing to databased blessing
The main KPIs in sales are often monthly sales growth, order intake, quote to close ratio… or in other words ‘results’. When discussing progress, enterprises are inclined to pay excessive attention to outcomes. But how do you get results? By doing the right activities! Positive results cannot be guaranteed, but constructive activities can.
We think business leaders should be more aware that focusing on core activities, rather than results only, will drive their businesses forward. Also in Sales. Many business leaders struggle with finding ways to make their business progress more tangible. They keep on asking for the same deliverables, without analyzing the bigger picture. Chasing outcomes only, they won’t hesitate to start fires all over town and do a lot of damage to their customers, employees and/or the environment.
In contrast, confident, transformational leaders who work with aligned, motivated teams have analyzed the causality between premium results and the activities that preceded them. By focusing on core activities, they are able to understand the business outcomes and have a trustworthy indicator of what the future will bring, which is the basis for activity-based forecasting.