Well how are you going?
So far, we have talked about
- Your outcome – the need to know exactly what you really want, and
- Taking action to move toward your goal, the result you are looking for.
The third Principle for Success is all about awareness. In the commercial world they talk about Key Performance Indicators (KPIs) as a way of keeping track of how things are going. For example, if the business was selling cars and they sold more cars on Friday than any other day of the week, you then have to take a look to see what’s going on if you want to increase your turnover.
Business is about growth, as in life. We need to face challenges on a daily basis if we are to develop and grow. The alternative is to keep doing what you’ve always done and continue to get the same results.
KPIs are a measure of how things are going. Now if we go back to our example, perhaps we are not satisfied with the results we’ve been getting and want to improve, to get more sales, to grow the business. After all if the business were to just stay the same because we kept doing what we’ve always done, sooner or later the rot sets in. Expenses are always on the increase and if we are not making more money we will be broke. People become bored and leave and so the business corkscrews into a big black hole. Life is about stimulation, about getting out of our comfort zone and growing, addressing challenges, facing adversity, embracing uncertainty and who we become in the process.
Now we need to know what our KPIs are and what they are telling us. These may include such things as –
- Number of sales people on the floor each day
- Who specifically are those salespeople
- What are they doing that’s different
- Is one of them performing better than the others
- What sort of car is selling more than the others – is it he SUVs or something else
- Is one colour selling more than the others
- Do we sell ore manuals than automatics or vice versa
- Where are the customers coming from –
- Advertising – internet, radio, newspaper, etc
- Repeat business
- New or used
- Location of the cars on the floor.
The point is that unless we keep an eye on how we’re going, we don’t really know how we’re going and unless we know how we’re going we don’t know whether what we are doing is working for us or whether we need to tweak something here or there to improve our performance, to reset our course.
Sometimes we may think that keeping a tab on things rather than just getting on with the job is a waste of time because we don’t feel like we are doing anything productively or we don’t see any value in keeping tabs on things.
Nothing could be further from the truth. It’s when you don’t keep a record of how things are going you come unstuck. Jim Rohn said the least lack of discipline starts to erode our self-esteem.
The Biggest Loser is now back on the TV and one of the main measuring tools used is the weight scales. That is evidence to the whole world that the contestants are in a certain place. As the show progresses bit by bit the contestants (and the whole world) will be able to see the weight come down. That is one way Michelle Bridges can evaluate her clients’ progress.
So what – now you have all this information?
Well that leads us into the next principle – Principle #4 – Behavioural Flexibility.