World-Class Organization Joel Trammell

Predictable performance

Definition of a Business An organization that produces and/or delivers a product or service while meeting the needs of customers, employees and shareholders.

Customers CEO Balance shareholders employees

Product Sales Marketing

Corp Goals

Sales – Revenue, Bookings, Collections, Pipeline Marketing – Leads, Meetings, Awareness, Markets Product – Launches, Features, Delivery Employees – Hires, Engagement, Productivity Customers – Satisfaction, Retention, Expansion Shareholders – Profit, Cash, Valuation

Key Questions During Goal Setting What should the measurement be? What other measurements could we consider? Who can contribute to this goal? If all the sub goals are successful will we reach the corporate goal? Why, why, why are we doing this goal?

Cascading Quarterly Goals

S M A R T Specific Measurable Attainable Relevant Time-bound Significant, stretching, simple Motivational, manageable, meaningful Appropriate, achievable, agreed, assignable, actionable, adjustable, ambitious, aligned, aspirational, acceptable, action-focused Result-based, results-oriented, resourced, resonant, realistic Time-oriented, time framed, timed, time-based, timeboxed, time-specific, timetabled, time limited, trackable, tangible

Perfect metric

Predictive or at Least Real-Time Comparable to the Competition Easily Measurable Directly Correlated Predictive or at Least Real-Time Comparable to the Competition Only Dependent Upon thing Being Measured

Sales Metrics

Revenue? Revenue Growth? $ of License Revenue per $ of S&M Expense %Error in Forecast Over Quarter Ratio of Evals to Close Revenue Growth?

HR Metrics

Percent of candidates accepting job offers Time to fill an open job Who did we lose to? Percent of candidates accepting job offers Percent of new hires rated A two quarters after hire Time from initial engagement to job offer

Best Practices Don’t Let Perfect be the Enemy of Good Ask Why Until it Makes Sense Think About Alternative Measurements Manage for Predictability Thank People for Bringing Up Issues