This is called strategy mapping. It is important to match key performance indicators with each position, looking at leading indicators so that once everyone produces required inputs, the end results will be likely.  For example, let’s say a company has a sales goal is $10,000,000. An “A” player in sales can be expected to get 5 meetings a week from networking and cold-call activities. Those meetings will result in 4 proposals a month, and they will close 50% of their deals with an average deal size of $42,000. So you can expect them to produce approximately $1,000,000 each.

This is an explanation from question #10 from my article “12 Questions You Need To Ask Constantly.”


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