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Stacey Barr - ArticlesStacey Barr is the Performance Measure Specialist, helping people to stay focused on the results that make their business survive and thrive for the long term.
Sign up for Stacey’s free mezhermnt™ Handy Hints ezine at www.staceybarr.com to receive your complimentary copy of her e-book “202 Tips for Performance Measurement”, and make your business goals more achievable. Simpler Sales Conversion, Part 2When you start measuring your Sales Conversion Rate, guess what question you're going to start asking? That's right: "How do I improve my sales conversion?" In Part 1 of this article, we looked at the simple process of measuring your Sales Conversion Rate, and in Part 2, we're going to see how you can use that measure to track, test and tune your way to a sales funnel that flows faster. Accelerate the Buy-in With a Measures TeamOne of the things that separates organisations who race ahead with their performance measurement from those that spin their wheels is the cross-organisational Measures Team. A Measures Team is a group of representatives from the various groups within your organisation, who are the leaders or facilitators or coordinators of performance measurement in their group. But for a Measures Team to work well, there are a range of conditions that you ought to strive for in setting up and managing them. Activities, Outputs and Outcomes! Oh My!As practitioners in the Land of Performance Measurement, we have our own version of Dorothy's 'Lions and tigers and bears' in the Land of Oz. We have activities, outputs and outcomes. Creatures that seem so much more frightening than they truly are, and mostly because we don't really understand whether and how we are supposed to measure them. The truth is, we should measure all three. Simpler Sales Conversion, Part 1If you want your sales funnel to flow freely, to quickly and easily convert more prospects into more customers, you must measure it. And the first measure you need to know is your Sales Conversion Rate. Wow! What a Cool Performance Report!How fast you can get from "We need some measures," to "Wow, what a cool performance report!", the better. The Natural Way to Diagnose Your Business PerformanceHow do you recognise that something in your business - say customer conversion or advertising costs or service quality - is growing worse versus remaining unchanged? If you're like most people, you'll say "Well, this month is 7% worse than the same month last year," or "The last two months have been declining." And you're being led astray! How to Set Goals You Can Pursue With PassionGoal setting is something every good business coach or author will tell you to do. Things won't go the way you want them to go unless you make it clear what you want by way of goals. But it's easy to treat goal setting with "jump through the hoop" triviality. And trivial goals are energy sinks - they take your energy and enthusiasm and time, but never give them back. Goals that do help you transform your business (or your life for that matter) are goals you feel passionate about. 5 Goals for the Performance Measure PractitionerIt's time to take performance measurement and management seriously. We've wasted too many years playing around at the edges of measuring performance in our organisations. Debating over what kind of scorecard framework to use. Investing in dashboard software because of the bells and whistles and flashing traffic lights. Measuring things just because we always have or just because we can or just because someone asked us to. How Would Santa Claus Measure His Performance?Santa Claus is one amazing character. To avoid disappointing any of the estimated 380 odd million Christian children in the world on Christmas Eve, Santa Claus needs to be capable of some pretty spectacular performances. Measures Might not be Sexy, But They are Attractive!Sure, there are plenty of things in business that are lots more fun than measuring performance.
But there's very few things - indeed if any - that will focus you like a laser beam on the results you really want, and attract them to you like a magnet.
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