Activity Metrics for Sales Managers
I encourage clients to track activity metrics for sales managers to ensure they spend enough time coaching sales rep interactions with customers
Prune the Rosebush
You must “prune the rosebush” to remove the products, services, activities, and people that aren’t “core” to your long-term success.
Manager of Managers
A common challenge faced by clients as their company scales is the role transition from “managing a team” to becoming a “manager of managers”.
Customer Effort Score (CES)
Most clients use Net Promoter Score (NPS) to track customer loyalty. I recommend they add the Customer Effort Score (CES) to get a true picture of customer satisfaction.
The 18 Month Rule for Hiring
I encourage my clients to apply the “18 Month Rule” when they are looking to hire a senior manager for one of their business functions.
4Q Conversations With Customers
4Q Conversations are the 4 pieces of information you need to gather from each customer conversation to inform your company strategy.
Will you?
A client CEO was struggling to get firm commitments from his team to get tasks done on time. Here were my 2 recommendations.
Know Thy Time
How my client managers learn to spend a greater percentage of their time performing high-leverage, high-value tasks.
Cut yourself some slack!
Build in 10% of your time each week as slack/buffer time or you run the risk of being “short-term efficient, long-term ineffective”
Walking 1 on 1 Meetings
When I managed a consulting team in the USA, I would periodically conduct walking 1 on 1 meetings with my staff. I found this format particularly helpful when coaching poor performance.