If your organization is having difficulties in accomplishing goals, it may be due to the fact that the tasks required to reach those goals are not being measured. For example, if you want to increase your sales by 10%, what tasks need to take place to make that happen? Will it require a 10% increase in sales calls, or a 10% increase in quotes? Whatever steps are necessary, must be documented and measured. This is then communicated to the individuals who perform the tasks and they should ‘buy in’ to the change in requirements.
This is where it is important not to ‘drop the ball’. Follow through on measuring the increase in tasks. Are they really increasing the amount of calls? How is this being measured? Are the individuals accountable for performing the required tasks? If management does not take the time to measure and discuss the results with the persons responsible for performing the tasks, then nothing will change and your goals will not be met. Just remember, ‘what isn’t measured, doesn’t happen.’
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment