Performance Management: Drive up performance in 4 esay steps
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Transcript of Performance Management: Drive up performance in 4 esay steps
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Business InsightsPERFORMANCE MANAGEMENT
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If you can't measure it, you can't manage it!
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If you can't measure it, you can't manage it!
4 Step Process…• Step1. Be clear about what it is that you want to
manage, get specific around key metrics
• Step2. Measure the current state based on these metrics, include charts and rankings to highlight top performers
• Step3. Make your results public, share them as broadly as possible across all stakeholders
• Step4. Repeat the process at regular intervals, ideally monthly, highlighting the changes from one month to the next
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Step1. Be Clear And Concise• Be very clear about what it is that you would like to
manage
• If it is ‘Orders’ that you want to manage, then you should specify:• how many orders you want,
• by product,
• by region,
• by team, and
• by individual
• Also specify things like target margins or any other characteristics that are important to the success of your business
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Step2. Measure The Current & Future States
Month 1 Month 2 Month 3 Month 40
1
2
3
4
5
6
Qty Value Margin
RankingsCurrent Month Last Month
Bill 1 3
Sue 2 2
James 3 1
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Step3. Go Public• Make your results public, share them as broadly as
possible across the organisation, making use:• Email groups (Distribution lists)
• Newsletters,
• Intranet posts,
• Blogs,
• Traditional notice boards etc…
• Praise the top performers and those that have made good progress
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Step4. Repeat The Process• Repeat the process at regular intervals, ideally
monthly, highlighting:• Top individual performers
• Most improved individuals
• Best performing region/manager
• Other categories, etc.. Best margin
• Pair up a top performer with an under-performer
• Incentivise the teams to out-perform each other and watch your performance exceed your expectations
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SummaryIf you can't measure it, you can't
manage it!
• Get specific around key metrics, specify quantity, type, frequency etc…
Step 1 Be Concise
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Try it for yourself• Start with just one metric – the most important one
• Choose the easiest one to track and measure
• Add and fine tune metrics as you go along
• Reflect on the process• What worked well
• What could have worked even better
• Share your feedback and earn credits for online purchases from our site www.101businessinsights.com
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