1. World-Class Organization
Joel Trammell

2. Predictable
performance

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

4. Customers
CEO
Balance
shareholders
employees

5. Product
Sales
Marketing

6. Corp Goals

7. 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

8. 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?

9. Cascading Quarterly Goals

10. 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

11. Perfect metric

12. 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

13. Sales Metrics

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

15. HR Metrics

16. 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

17. 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