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The Metrics of Recruiting
With the role of human resources shifting from service and administration to strategic planning partner, we need to take on more accountability for how we impact the success of the business. The biggest impact we can make is on the "human" resources the organization employs to maintain the business. Therefore, we must assess the quality and cost of recruiting and retaining these resources.

Quality in Marketing: You must start with these 2 definitions
Quality in marketing may be considered too subjective and therefore difficult to define. However, there is a lot about quality and marketing that can be made objective. But to first understand quality in marketing, I think it is important to understand two terms: Process and Metrics.

BOOK REVIEW: Finding Our Way: Leadership For an Uncertain Time (By Margaret J. Wheatley, Berrett-Koehler, 2005, ISBN #978-1-57675-317-0)

Finding Our Way challenges us to see the enterprises we lead in new light. It presents our organizations as living, substantially self-organizing systems of interacting human beings, not elaborate machines. Tools such as performance standards, metrics, missions, goals, project plans and job descriptions can certainly guide and influence employee behavior but they cannot force it or control it. This reality can frustrate the control-oriented manager. Wheatley offers several strategies to lead effectively in such systems.

Too Many Sales Reps Are Wimps
In general, sales reps represent themselves as a pretty tough, resilient, independent bunch. I’m not so sure about that.

Conducting Insightful Interviews

Considering how important the interview process is for scrutinizing potential employees, it is surprising that most organizations do not have a formal set of interview questions. Don’t misread another hire because you didn’t take the time to plan for the interview accordingly. Use Demand Metric’s Interview Questions Tool to create a list of standardized interview questions from your perspective.

Evaluating Candidate Interviews

So you have just finished a round of 5 interviews, and most of the candidates seem to be competent enough; how are you going to select the right person? With so many factors influencing hiring decisions, and so much risk of making the wrong hire, you need a method for quickly, effectively, evaluating each of the candidates. Use Demand Metric’s Interview Evaluation Matrix to eliminate the guesswork.

Examine Buy In with Stakeholder Analysis

Identifying the main stakeholders and their level of influence can be vital to the success of your project. Stakeholder analysis involves recognizing individuals and groups with the power to either sway or make a key decision. Mapping can be used to get a deeper understanding of the position and motive of each stakeholder involved in the decision making process. Use Demand Metric’s Stakeholder Analysis Matrix to document key influencers and to understand how your efforts can be channeled more effectively.

Governing your Corporate Website
You have just put the finishing touches on your new corporate website. Before you market your web presence and start attracting users to your site, be sure to implement proper governance policies to reduce the risk of expensive litigation. Use Demand Metric’s downloadable Privacy Policy template, and Terms of Use template as a base-line when creating these essential website policies.

Manage Results with Activity Reporting
Many low performers stay under the radar for months before it becomes apparent that they are not actually doing any work of real substance. Be proactive with managing results and implement a weekly or monthly activity reporting process. Use Demand Metric’s Activity Reporting Tool as a starting point for this initiative.

Monitoring Inside Sales Productivity

Most organizations have a very difficult time quantifying the productivity of their inside sales departments. If you don’t have a phone system that captures accurate dialing, contact, and other productivity metrics, use a simple manual process instead. Download our Sales Productivity Metrics(Daily), Sales Productivity Metrics (Monthly), and Sales Productivity Metrics (Quarterly) reporting tools. How can you Measure Inside Sales Productivity?

Score Big with Lead Scoring
Lead scoring can rapidly improve the relationship between Marketing and Sales by driving measurable revenues. Quickly get up to speed on the concept and determine your best path to leverage this increasingly popular marketing tool. Use Demand Metric’s downloadable Lead Scoring Index to rate the quality of your leads.

Selecting the Right Consultant
Selecting the right consultant for your organization can be a very daunting task. Choose right, and you have a very successful project and everyone is satisfied; choose wrong, and you have a recipe for disaster. Use Demand Metric’s downloadable Consultant Evaluation Matrix to compare your potential consultants across 5 key dimensions.

Selling Ideas with Business Cases

Your budget has already been reduced drastically this year. Expenditures are being examined very closely by Finance, and projects that do not provide a clear return on investment are being chopped. If this is your situation, you need to read this summary. When times are tough, it is critical that you demonstrate the value of every proposed investment in a clear, logical manner. Use Demand Metric’s Business Case Template to help you justify spending for additional staff or other needed resources.

Standardizing Performance Reviews

Completing performance reviews on a regular basis is essential for maintaining motivation, assessing department capabilities, and managing your staff effectively. Managers who do not complete performance reviews or deal with performance issues reduce employee morale, decrease credibility of management, diminish organizational effectiveness, and contribute to increased costs for resources. Use Demand Metric’s downloadable Performance Review Template to help you standardize your employee performance review process.

Successful Blogs Improve Customer Satisfaction
Weblogs or blogs are online journals that can provide business benefits. This new online communication medium comes with risks that require management. Understand the opportunities & risks of corporate blogs before you proceed. Use Demand Metric’s downloadable Blog Policy Template to minimize your risk.

All Metrics Will Be Gamed

The dynamics that are in play within the business and team must be understood. Lin Yutang in The Importance of Living (1998) very succinctly puts it "In short, my faith in human dignity consists in the belief that man is the greatest scamp on earth." It is only natural that people will try to take advantage of a measure in a business to 'game' the system - to interpret it in a way that makes it easier to achieve the number, or easier to obtain reward and recognition. As humans, we will try to take advantage of any interpretation that we can to help ourselves.

Moral Hazards of Metrics
Build on your awareness of moral hazards within business. Steve touches on seven moral hazards within business - quantitative versus qualitative; creativity, innovation and intuition can be put aside with metrics; no evolution, efficiency versus effectiveness; myopia; assumptions and biases; looking backwards not forwards. This article builds upon the work of Ron Baker of VeraSage Institute.

The One Main Thing

The one main thing is what drives the business. It is a critical lead indicator that reveals the health of a business. What is the one main thing that your business needs to focus on? In this article Steve helps you to understand why the one main thing and one main measure is so important to your business. He provides some key questions to ask yourself so that hopefully you might be able to identify what the one main thing is that your business needs to focus on.

Best Practices for Sustainability and Communicating Sustainability

A sustainable best practices program involves a comprehensive and holistic approach that encompasses everything a business does that impacts the environment. A successful sustainability initiative demands the willing participation of employees. Businesses also need to understand how to communicate sustainability in a way that conveys their environmental initiatives while enhancing their internal and external brand.

High resolution mistakes
The other day, I burned 602.4 calories during my workout. Of course, I didn't really. That's just what the display said. No one can determine exactly (to the tenth of a calorie) what I burned, certainly not this machine.

The Entrepreneur As Systems Thinker: Getting Down to Basics

In my last article, I discussed the unique quality that makes world class entrepreneurs different than simply owners of businesses. I said that true entrepreneurs are Systems Thinkers. I then went on to define that peculiar quality of systems thinking that true entrepreneurs are blessed with. (If you have not read that article, please do so. It will provide you with a platform of understanding to better relate to this article: Getting Down to Basics of Systems Thinking.)

Building the Perfect Board Package
Some companies do a great job of putting together package for board meetings -- it's empirical, concise, and focused on measures that matter and that can be influenced -- while other companies leave their boards more confused after the meeting than before.

Starting over with customer service
I've been writing a lot about this topic lately and thinking about it more. I have a radical proposal for you, but it takes a few paragraphs, so I hope you'll bear with me.

New Research and a Dirty Truth: Read This Before Chasing the Dollar
“You’re nobody here at $10 million,” said Gary Kremen, the 43-year old founder of Match.com, of Silicon Valley.

Ten Questions with Compete
This interview features the chief marketing officer and product manager of Compete, Inc. They discuss how Compete competes with Alexa and Comscore, site metrics, and SEO practices.

How I Prostitute Myself (and other options for you)
Desperate times call for desperate measures.

Those idiots in sales just don’t get it
I’m presenting a workshop this week titled - How to get sales and marketing on the same page.

The Ultimate Measure of Marketing Success
While many metrics help marketers determine the success of things like messaging, lead campaigns, and brand awareness there is one all-important metric that I believe, if captured, is the key to unraveling every marketing challenge that you face.

Retail Metrics: Key Performance Indicators (KPI’s) – Days of Supply
This is part one of a five part article series detailing out Key Performance Indicators (KPI’s) in running retail businesses. This article covers the first of the KPI's, Days of Supply.

How Good is 99 Percent?

How many times have you heard the expression: "good enough for government work?" Too often I am sure. Sometimes it may even apply to your business or other activities. Of course, that is not your standard of excellence. Most of the time you strive for better than 90 percent perfection, don't you? What if we strived for 99 percent? Sounds good, doesn't it? No more than one error in a hundred. But how good is that really?

Tale of Two Clients - Sales Training! :) versus Saaaales Training (:

Here's an interesting comparison for you. Two client companies are on the exact same sales development time line. (Same time line but separate from each other - they don't even know about each other) Both of their sales forces went through sales force evaluations at the exact same time. Both of their sales management teams were developed at the same time. Both of their sales organizations received sales infrastructure help (sales process, sales pipeline, metrics, sales recruiting process, etc).

How Can Anyone Spend That Much Time on Sales Coaching?
If you aren't the low price leader or one of the two or three best-known brands in your industry, and if buying from you does NOT represent the safe choice for your customers, then you are an underdog. And if you are an underdog, you had better be providing comprehensive sales and sales management training and coaching because you can't compete on price or reputation.

Tale of Two Clients - Sales Training :) vs. SAAAALES TRAINING :(
You've heard it before. It flows down hill. Your organization can only be as effective as the weakest leadership link. When it comes to a sales development initiative, you must start out committed and remain committed to drive the process until the change you demand has been accomplished. Anything short of that is a formula for failure.

Does Social Media Effect your Brand Value?

Social media inundates people with so many brands, the playing field is diluted and consumers are much harder to impress. Thus, creating a huge difference between the way consumers and financial markets value brands. Plus, the landscape and the rules of PR and marketing have changed to the point that, it’s been said, ‘you no longer own your brand’. So many people are participating in public dialogues about brands creating this split in valuing. Advertisers used to tell us what to buy. Now we use the internet to research before we buy and find thousands of real people’s opinions and feedback. Regarding the discrepancy – perhaps the people behind ‘financial market valuing’ aren’t paying enough attention to the public or simply using outmoded metrics.

But I'm a Sales Guy - The Story of Motivation and Compensation
A Sales VP and his CEO were in the conference room and each time the CEO brought up a problem, we asked the Sales VP to elaborate. Each time he began with, "Well I'm a sales guy so I know this stuff..." Yes and No.

Creating a Brand Message - Where Do I Start?

Start by literally looking at what is and isn’t working – ex: this email got more response than the other version. Ask members of your target audience to review different pieces, noting which item’s design and language resonates most and why. The why is important to start identifying specific characteristics. Are the graphics really impactful, the headlines compelling, etc. Then, ask them to tell you the opposite – what they were least attracted to and why. From the responses you get, create a checklist of these basic characteristics and note opportunities to make changes based on the well-received characteristics and recognize use of the disliked ones.

Is Your Law Firm Anything Like Your Sales Consulting Firm?

Did you ever stop to think about how much or how little you rely on your advisers? Not your board, not your board of advisers, but your business advisers. These are the individuals from outside of your company that you trust to direct, recommend, advise, consult and help with decisions, strategies, options and solutions to put your business in the best possible position to succeed. Take a look at the portfolio of advisers to the left.

Football's Pitch Count and the Connection to the Sales Force
Herm Edwards, currently of ESPN and formerly the Head Coach of the Kansas City Chiefs, was interviewed on WEEI, Boston's Sports Talk Radio station today. He said a couple of things that were quite compelling:

What are Reasonable Sales Management Expectations?
I am often asked which of the various services we provide to companies can be done in-house, by the executive team. Fair question. Answer: All of them. So why would companies use us or others with our expertise? Answer: Because when they try to do it in-house they aren't able to get most of it right:

The Top 5 Factors That Predict Sales Turnover

Our data shows that only 16% of the A players with experience stick for more than two years. And that brings us back to the original question. What do you think - A's or Longevity? Should the answer be a direct relation to the length of your sales cycle? Should you go for longevity when you have a long sales cycle and for A's when you have a short sales cycle? We're interested in what you have to say!

Leadership Development is Key to Organizational Success
Financial measures are not effective measures you can put on a leadership course. What you can do is measure changes in behavior and attitude in the company over a period of time. The effectiveness of leadership training can be measured through a rolling employee survey. Ask employees how their managers are behaving.

2nd of the Top 10 Kurlan Sales Management Functions
This is the 2nd in the series of the 10 Kurlan Sales Management Functions. #1 - ACCOUNTABILITY In its simplest form, sales accountability consists of the following: * Holding salespeople accountable to something measurable - metrics - on a daily basis * Being more demanding - being firmer and tougher * Eliminating Excuse Making - people take responsibility for their results More...

8th of the 10 Kurlan Sales Management Functions
Systems and processes are your sales infrastructure - everything that is not your people. A lot of us use the two words interchangeably. So what is the difference between systems and processes?

How To Thrive In Your 5Linx Business Without Really Trying
If you are considering a 5Linx business or are already a distributor then you'll want to read this article to learn about some key training that is not being taught at 5Linx. This is the difference between those who are succeeding in MLMs and those who are not.

Marketing Analytics of Online Ads
Understanding online ad campaigns with more than just click-through rates.

Twitter Metrics Programs
The programs that make Twitter metrics possible.

Twitter Metrics
Metrics that can be used to track performance on Twitter.

Your Email Marketing Strategy in Review

Can you believe it’s November already? I’m not really sure how that happened, but it happened nonetheless. And while I’m always sad to see the Summer go, I love this time of year because it’s a great time to start preparing your 2010 marketing plan. But before you do that, you’ll need to evaluate which of your 2009 marketing strategies worked and which were not effective. Since email marketing is one of the best marketing strategies for increasing your online presence, you should be constantly evaluating it and making any and all improvements.

Do You Need Your Salespeople to Love and Respect You?

The sales manager I coached had some very human needs. When he connected with his salespeople, they shared details of their lives, plans for their weekends and he felt loved. When salespeople praised his coaching or said that his advice helped them on a sales call, he felt respected. And when he assured the higher-ups that good things were happening, he truely believed that business was on the way.

Quote 85% Less - Close 300% More
He had a client who, when he met them, closed 4 deals for every 100 quotes they prepared and submitted. Not only that, it took their highly paid engineers anywhere from 1 hour to 1 week to complete those quotes.

Efficiency - Getting More Done In Less Time

Just how do we do that? How do we use and even maximize our resources? Each of us is aware that Time and Money are extremely important resources which we must manage carefully. On every television, radio and print media saving money, cutting back, spending less, finding ways to do more with less money is the headline. BUT what about Time? What are you doing to get more done with the time that you have? What are you doing to be more efficient?

Accentuate the Positive
We can choose to break free of fear. We can seek out new approaches that power innovation and opportunity - and share them with our audiences. We can focus on helping our customers find new opportunities, improve current practices and solve the problems they already recognize and care about. We can trust that our innovation and expertise will shine through the FUD.

Three Things That Kill CRM (...and how to counter them)
According to the best research I can find, roughly 2/3 of CRM implementations fail. How can this be? After so many years why haven't sales leaders and CRM vendors figured this out?

Discipline, Opportunity Management & Value Propositions
Time again to take a look in the mirror and pick a few items to get really good at executing over the next twelve months. (Seems like maybe I've seen a few of these before!)

There may never be a better time than now.
The cold, hard fact is that for most of us, this economy has jacked up the challenge of selling more faster BIG TIME. I'll give 5 to 1 odds there are two things you wish you had already gotten done.

Key Performance Indicators for Retail (KPI)
Retail store owners have lots to do besides running reports, but identifying and tracking a few key performance indicators can save time and help a retailer stay ahead of his/her business.

Personal Guiding Principles
Without values and character strength, the challenges of life will replace short-term success with failure.

What impact does attending a sales training program have on change?
What impact does attending a sales training program have on change? It all depends on what type of training format your sales people attend. Too many companies look for quick fixes and waste heaps of money in the process.

The trouble with sales training
What impact does attending a sales training program have on change? It all depends on what type of training format your sales people attend. Too many companies look for quick fixes and waste heaps of money in the process.

10 Steps to Record Breaking Revenue

When things loosen up (and things will loosen up) and companies and consumers both begin spending money again, you could be in for a significant windfall. You may even have some record breaking revenue months if, and it's a big if, you have your sales force doing all of the right things, even while companies and consumers aren't spending money. Here are ten requirements for having and continuing to have record-breaking months in the not-too-distant future:

Close More Sales: 3 Ways to Get In, Get Started and Make More Money Now--No Matter the Economy
Build lifetime customer relationships with clients who want to buy from you over and over again even in a lagging economy...

Why Most Sales Training Doesn't Work
If you invest in sales training, especially now, you also need it to work now, not in 12 months. Why does it take so long for most sales training to make a difference and why does most sales training fail to make the difference you expect? There are a lot of possible reasons and I'll attempt to explain them here.

A Business Dashboard is as Essential as a Car Dashboard
Your business dashboard tells you whether you are cruising for profits or headed for a seize up. Whar does your small business dashboard tell you?

How to Hold The Sales Team Accountable Under the New Rules of Sales Engagement
If you read yesterday's post, there was a comment from Teicko who asked how you can hold the sales team accountable under these new rules of sales engagement where you must work three times harder, three times longer, be three times more effective and have three times more opportunities in the pipeline to get the same results as you used to.

Measuring Marketing Results in 2009
Marketing of any kind requires that we measure results. That’s nothing new. In current times measuring the results of marketing activities is not an option. If it can’t be measured, don’t do it is what many CEOs mandate, and well they should.

Why customer lifetime value is the most important measurement in your business

When I ask, all the people that I meet in business, if they know their top 10 customers, most proudly announce that they do. Then, when I then ask who their top 10 most profitable customers are, it is normally a very different look. Do you know? And why would you care? This article explores the importance of knowing the lifetime value of your customers and how to calculate it. This way, you can spot trends as they happen, and make the most from them.

How to Win More Sales Must Include the Answer to this Simple Question
If you are in business can you answer who is your client? Sure, you may be thinking it is everyone I have invoiced and possibly what a dumb question. Yet, are you sure that your clients are only relegated to those you have received payment for your goods and services?

How to Go From Good Selling that Worked to Good that No Longer Works Back to Good That Works
Good selling is simply doing what works. However, sometimes what worked in sales or selling yesterday is barely working to or even worse not even working today. This change of events happens in all industries be them service, distribution or manufacturing. Your goal as a sales professional is to get back to good that worked if you really want to increase sales.

Market Research Leads To Better Decisions
There's an old adage that entrepreneurs are risk takers, but it's really not true, although it appears that way because they have creative ideas they are able to execute to start up and drive successful businesses. Entrepreneurs and good managers achieve success because they do their homework (market research) before making decisions.

HR Departments Need Business Acumen Too

The problem with a lot of HR departments is that companies relegate them too far to a “back office” mentality. This only renders the people who work in them out of touch with the front of the house where an understanding of the business and the people driving it is critical. So, in order for human resource employees to be the necessary link that connects internal functions with external performance, those working in HR should be as business minded and savvy as they are administrative and up on HR laws.

Leveraging Usability to Profit in a Down Economy
In a down economy, good usability isn't a nice to have, it's a must have. By understanding how your users interact with your applications up front, and designing with the end user in mind, you can save money by getting it right--first.

The Best Free SEO Tools

SEObook Rank Checker - http://tools.seobook.com/firefox/rank-checker/ This amazing Firefox extension allows you to check your search engine rankings in seconds. Just enter your website URL, the keywords, and find out your positions for Google, Yahoo, and MSN. SEO for Firefox - http://tools.seobook.com/firefox/seo-for-firefox.html This tool is awesome. It lets you see relevant data about the best ranked websites for a given keyword. Once you understand why others are ranking so well, you can copy their strategy. SEObook Toolbar - http://tools.seobook.com/seo-toolbar/ Another great tool from Aaron Wall. It shows you very useful information such as PageRank, incoming links, and traffic data.

Who SHOULD be mentored?
What does one get out of a mentoring relationship?

First Sell What the Customer Wants; Not What You Want to Win More Sales
Keeping the sales tunnel or what others call funnel full is a never ending challenge. Yet, many sales professionals still attempt to sell what they want to the customer and fail to sell what the customer wants. This behavior ends up making the sales professional work harder and not smarter not to mention upsetting many potentially qualified customers.

Selling in the Recession

It's been advertised. It's all the media wants to talk about. It's had an impact on the company you run or work for. Your customers and clients have been affected. Your home and investments have lost value. The recession is here, in full force, and there isn't a single sign that it's going to improve soon. So what must you do to not only survive this down-turn, but thrive in it as well? Here are my top 10:

Measuring Results: Key performance indicators can help set better goals for sales reps
Sales managers often rush to judgment if sales reps aren't meeting their quotas, and automatically assume that they either don't have the skills or the understanding to perform.

Increase Sales through the Creation and Implementation of 3 Year Sales Action Plan
Are your sales lagging? Do you want to increase sales? Have you tried everything imaginable? Then, maybe it is time to return back to the basics of creating a long range sales action plan.

Stress-Free Selling® - Tough Economy, Tough Competition

On May 15, the New York Times reported that starting this Fall, Turner TV is offering advertisers spots that capitalize on the content of the movies! Hearing this, AMC cable network created Audience Identity Metrics so they can offer packages to advertisers that are tailored to the behavior of the consumers who watch those movies. Contextual online advertising is commonplace, and while online advertising grows, it is changing the way advertisers think about traditional print media. Publishers Information Bureau recently reported consumer magazines ad revenue decreased 1.2% the first quarter 2008 and ad pages sank 6.4%. This is a brief State of the Advertising Industry. All real estate related businesses are down as are luxury items and many other industries due to our economic environment. Here's the point, if you...

EVERYONE HATES PERFORMANCE REVIEWS
Leaders and employees alike. Most managers hate doing them. Employees hate them too – even those that are over achieving. Is it time to get rid of them?

Sales Statistics That Reveal Sales Effectiveness

You have salespeople like this! They have plenty of opportunities in the pipeline but very few of them get closed. Some of these salespeople are actually thought to be good closers because they close more new business than anyone else on your team. But are they closing more new business because they're effective closers, effective salespeople or because they simply have more opportunities than anyone else?

Building Your Business with an Opt-in List
In today's fast-paced, microwave, "gotta have it now" world....we have to reach our customer and prospect base with an efficient method of communication that they can quickly digest....and have this marketing method set up on complete auto-pilot.

Forget Sales Training
The basic ingredients for success on the retail sales floor may not be all that complicated.

Jump Start Your Marketing Brain
My engineering mindset always has me ask, “Is this the right solution for this problem?” In marketing most people give something a “good shot” and hope for the best. Doug Hall has done what I’ve been wanting to see for years: he’s done extensive research of what works in marketing, why, and how you can apply it to your business.

Data Points Tell a Story Prospects Buy Happy Endings
When your salespeople connect the dots and ask themselves, "what do these data points tell me?" there should be a dramatic tale of woe. If the story is compelling enough, the prospect will pay for a happy ending.

The Ten Golden Rules of Sales Force Productivity
Successful sales people bring in lots of deals, no matter at what cost. Productive sales people bring in lots of high-profit deals, at manageable costs, retain more customers, and are happier at their jobs. Here are the Ten Golden Rules of Sales Force Productivity.

Sales Success vs. Sales Productivity: Are They the Same?
Everybody wants their sales force to be successful. But is “sales success” enough? Is a “successful” sales force the same thing as a “productive” sales force? Not necessarily. Find out if your team is “leaking” productivity today, operating with inefficiencies that cost time, money and competitive advantage.

Reengineer Your Sales Cycle: Reduce your time-to-sale and increase your lead-to-close rate
The sales cycle is a system of activities that starts when a new lead is generated and ends when a sale is booked. Like any business process, the sales cycle can be streamlined to reduce inefficiencies, decrease time between lead and order, and increase the lead-to-sale conversion rate. We've provided a way to streamline your sales cycle.

Mary Ellen Tribby and EarlyToRise.com’s Amazing Growth Spurt from 8 million to 27 million in one year

At the recent Strategic Profits seminar I attended in Florida I got introduced to Mary Ellen Tribby of EarlyToRise.com. EarlyToRise is owned by Agora Publishing, which in Tribby’s words is an “Idea Company” and they focus on direct marketing. I was totally blown away when they shared their metrics with me. They have a list of 300,000 people, and they make an average of $40 per person. Their year-to-year growth is stunning. Take a peek: * ‘04 - 3 million * ‘05 - 5 milliom * ‘06 - 8 million * ‘07 - 27 million * ‘08 - 36 million Notice the huge spurt from ‘06 to ‘07? After the event I had a chance to talk to Tribby and I asked her to explain the main “mind-shifts” or “strategic shifts” that lead to that stellar growth. Here was her response

Basic Benchmarks for World Class Businesses

Incremental improvement is the single fastest way to drive revenue. Study the Toyota way. How did they become a world-class car manufacturer? Toyota does this: continuous improvement. They benchmark. They measure. They fix. They improve. If I asked you right now, “What is your shopping cart abandonment rate,” would you be able to answer? In 30 seconds? If not, that is really bad because this is how you make your money. There are 2 mind shifts we’re really pushing towards. i. Think like a marketer in everything business-related ii. Measure everything –you need to know the metrics of your business

Strategies for Exceptional Growth
When analyzing business marketing strategies, you must define exactly what your product or services are and how you can outperform your competitors.

What are the most commom metrics used for Supply Chain?
Member Question: What are the most commom metrics used for Supply Chain? Francisco, Logistics and Supply Chain Professional Argentina

IT Technologies: Extinction in 5 to 10 Years?
Member Question: 1) Which IT technologies are going to stay in market for next 5-10 years and why? 2)Which IT technologies will be extinct in 5-10 years and why? I know, its difficult to predict what happen in ever changing IT field, but just wanna know what other people think about this issue. Naveen, Ifrastructure Specialist & Solutions Architect CHicago, U.S.

Using Analytics with Direct Marketing to Ride Out a Tough Economy -- Part 2
This is the second in our series of how to be a smart marketers in today's economy. This article talks about the importance of communicating with everyone in your company to ensure that all goals are aligned.

Am I in the Right Business?
Are you tired of working constantly without a vacation and having the money to show for your efforts? If you are wondering whether you are in the right business, consider the following questions:

Why Invest In Leadership Development

There is a growing leadership crisis in America. Large numbers of "baby boomer's" are reaching retirement age. As a country we decimated mid-level management for the past several decades. We did not spend the time, money and effort to groom the next generation of leaders. Many organizations will now have to play catchup if they are going to have the leadership to remain competitive. Leadership or executive coaching is a viable path forward.

The Six Essential Steps to Having Your Business Achieve Its Goals

It has become stale at this point to discuss goals and achieving goals. Everyone knows what it takes to set and achieve goals, and there is no shortage of acronyms (e.g. GOALPOST) to help managers remember that goals are time bound, measurable, significant, etc. This begs the question of why – if everyone knows how to set and keep goals – so many businesses fail to achieve their objectives. Goal setting is sort of like New Year’s resolutions: easy to make, hard to achieve. A business coach and advisor can help ensure that you and your leadership team set appropriately aggressive goals and achieve them. There are six steps to the process.

Successful Succession Planning - Driven By Managing Performance
There are a number of areas to keep your eye on as part of your succession planning activities. Top of the list has to be that as you formulate your ideas to get those people organized to be top class performers, you need to know how they are doing, right now. Here are some ideas...

Metrics: Not Just a Year End Excercise

Organizations who whole-heartedly incorporate evaluating various metrics into their self-assessment plans often look at the end of the year as the time to do a careful look at their performance based on how they did in terms of the measures they set up a year ago. However, this routine can be one that misses many opportunities to discover performance information other than what was targeted when the measurement plan was initiated. A little bit of creativity and basic arithmetic can find insights in places where no one ever looked before. Richard Virgilio explains.

How to Use HR Metrics Effectively
This brief article on organisational metrics provides 10 tips on leveraging metrics to best effect within organisations

The world’s greatest Business Tool revealed
Or Metrics that Matter.... Continuous improvement

Defining Success Metrics for Corporate Blogs
What are the success metrics for a corporate blog?

Avoiding drift...
Often in planning for our businesses, we set up performance metrics that are tied to ANNUAL goals.

Essential Marketing Metrics for Small Business Owners
As a self-employed professional or small business owner, time is your most valuable resource. It can be tough to juggle business with life and create balance. The best way to make the most of your time is to implement metrics. Metrics will allow you to measure results of your actions so that you can better manage your available time.

How to Harness the Power of Culture
Optimizing your culture should command as much attention as performance metrics, operations, finances, sales and every other organizational discipline.

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