Custom Manufacturing Industry podcast is an entrepreneurship and motivational podcast on all platforms, hosted by Aaron Clippinger. Being CEO of multiple companies including the signage industry and the software industry, Aaron has over 20 years of consulting and business management. His software has grown internationally and with over a billion dollars annually going through the software. Using his Accounting degree, Aaron will be talking about his organizational ways to get things done. Hi ...
…
continue reading
Content provided by Victor Antonio. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Victor Antonio or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
Player FM - Podcast App
Go offline with the Player FM app!
Go offline with the Player FM app!
The Greatest Management Principle - Sales Influence Podcast - SIP 590
MP4•Episode home
Manage episode 506546309 series 1242556
Content provided by Victor Antonio. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Victor Antonio or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
Performance Management
…
continue reading
- đŻ Measure output to manage results and avoid micromanaging, but switch to measuring activities when not hitting numbers to guarantee output, as per Dr. Michael Lebau's "The Greatest Management Principle in the World" (1985).
- đ To ensure output, focus on key metrics introduced by Frank B. Kern in the 1940s-50s: cold calls, call-to-meeting ratio, pipeline size, average deal size, close rate, and sales cycle length.
- đ When performance lags, zoom in on specific activities while maintaining oversight of high-level dashboard metrics like sales, new clients, and revenue.
- đ Recognize and reward desired activities through both monetary and non-monetary means (e.g., encouragement) to motivate people and drive the right behaviors.
- đ Flip the equation from output measurement to activity measurement when targets are missed, ensuring that the right activities are being performed to achieve desired outcomes.
681 episodes
MP4•Episode home
Manage episode 506546309 series 1242556
Content provided by Victor Antonio. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Victor Antonio or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.
Performance Management
…
continue reading
- đŻ Measure output to manage results and avoid micromanaging, but switch to measuring activities when not hitting numbers to guarantee output, as per Dr. Michael Lebau's "The Greatest Management Principle in the World" (1985).
- đ To ensure output, focus on key metrics introduced by Frank B. Kern in the 1940s-50s: cold calls, call-to-meeting ratio, pipeline size, average deal size, close rate, and sales cycle length.
- đ When performance lags, zoom in on specific activities while maintaining oversight of high-level dashboard metrics like sales, new clients, and revenue.
- đ Recognize and reward desired activities through both monetary and non-monetary means (e.g., encouragement) to motivate people and drive the right behaviors.
- đ Flip the equation from output measurement to activity measurement when targets are missed, ensuring that the right activities are being performed to achieve desired outcomes.
681 episodes
All episodes
×Welcome to Player FM!
Player FM is scanning the web for high-quality podcasts for you to enjoy right now. It's the best podcast app and works on Android, iPhone, and the web. Signup to sync subscriptions across devices.