Comments on: Key Performance Indicators: Paralysis by Analysis http://www.thedailyanchor.com/2009/02/23/key-performance-indicators-paralysis-by-analysis/ Random Thoughts and Musings Wed, 01 Feb 2012 10:53:56 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Michel Theriault http://www.thedailyanchor.com/2009/02/23/key-performance-indicators-paralysis-by-analysis/comment-page-1/#comment-1192 Michel Theriault Sun, 01 Mar 2009 15:01:17 +0000 http://www.thedailyanchor.com/?p=4840#comment-1192 Excellent article. Too many people are blinded by the latest trends, such as KPI's and fail to consider the end-goal. The issue isn't measuring things, it's what you do with it. The only things that should matter are the end results. In this case, sales and revenue. By also measuring calls and hopefully other things, you can then correlate the successful sales representative with the other things you measure and see why they are more successful than the rest. Only then will you have meaningful information you can use to make decisions that will improve results. The difference is meaningless, rote application of measurements versus intelligent, thoughtful use. Excellent article. Too many people are blinded by the latest trends, such as KPI’s and fail to consider the end-goal.

The issue isn’t measuring things, it’s what you do with it. The only things that should matter are the end results. In this case, sales and revenue. By also measuring calls and hopefully other things, you can then correlate the successful sales representative with the other things you measure and see why they are more successful than the rest.

Only then will you have meaningful information you can use to make decisions that will improve results. The difference is meaningless, rote application of measurements versus intelligent, thoughtful use.

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