Companies today have sophisticated ERP systems and most have CRM solutions -- either from the plethora of CRM suppliers that exist or a system built internally over the years. These systems work to provide a real time picture of what is going on in the business financially, operationally, or through the external sales and marketing processes.
As we have worked with clients over the last 17 years, we have seen just about everything from high performance, highly integrated sales and marketing teams to companies that spend all their time simply trying to figure out what is going on. Everyone tries to set goals and objectives for their various teams but most have a very limited way to see where groups, or better yet individuals, stand in relation to meeting their goals as the year progresses.
Companies address this disconnect by building detailed annual plans and setting Key Performance Indicators (KPI) that serve to allocate the company wide goals to individual managers and groups and on down to the individual level. Once the planning process is done in January, everyone starts out with good intentions that soon become disconnected from what happens in the business and with customers.
As an executive, the key issues you need to solve to create a KPI-driven, motivated teams are:
(for the 5 key issues that must be overcome to create a KPI-driven team.)