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  • Jerry Phillips

KPI's Drive Performance, Even When We Don't Want To Do The Work.

Updated: Jul 15

I’m a goal-oriented person and I love to track results. Covid has not changed that, but it has changed my ability to workout in a gym or a spin studio. Instead I take walks with my wife, and I work on a TRX and Bosu ball in my garage. It’s challenging but not as intense as my workouts pre pandemic. I know this because I wear an Apple watch. This week I learned something about my watch, and about myself, and they are related.

My watch tracks calories burned, workout time, and movement. Every day I focus on closing all three rings. My walking workout (knees can’t handle running anymore) can be up to an hour. Unfortunately, if my heart rate isn’t at 75% of maximum, I don’t get workout credit. I live in a very hilly terrain. Apparently downhill doesn’t get counted. That is what I learned about my watch. What I learned about myself is that if it doesn’t show in the results, it didn’t happen and I’m very frustrated. I can’t close my rings. Today we walked for 30 minutes and I got credit for 10.

I work with my clients on measuring more than just revenue and profit. They need to measure the activities that produce revenue and profit. If they trust the process, they will hit their metrics. When the salesperson has the discipline to focus on the targeted prospects or the current customers and works the steps to identify their needs, and offer solutions consistently, the numbers will come. Are you measuring the KPI’s that drive to your goals? Are those being tracked in a way that provides feedback to the sellers in a timely and accurate dashboard that drives the behavior that you want to drive? What are your KPI’s?

My personal goal is to stay healthy and fit. That is my profit and revenue goal. My KPI’s are calories burned, workout time, and movement. My watch gets me part of the way there. It’s my dashboard, and it forces me to do workouts when I don’t want to work out. I can’t just do a walk. It challenged me to run the hills a few weeks ago. I’m still recovering, but it helped me step my game up.

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