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.”

Executive Coaching

About Howard M. Shore

Howard M. Shore is a Certified Gazelles Coach, Certified Public Accountant Certified Executive Coach, Certified Behavioral Analyst, Certified Values Analyst, and Certified Attributes Index Analyst. He has earned Bachelor and MBA degrees from Florida International University, and completed advanced executive programs at Harvard Law School and the University of Chicago.