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From The Carrot Revolution, Chester Elton's Blog

Knowing the Numbers Makes All the Difference

February 04, 2010

Most often, the teams that excel are teams that understand the power of accountability. When they know the numbers they are trying to hit and can chart their progress every step of the way. Knowing the numbers makes all the difference.

Sales teams tend to very numbers driven. Accountability comes into focus at the end of every week when the numbers are totaled. The weekly numbers turn into monthly, then quarterly and…well, you get the picture. But sales teams aren’t the only ones that can use the key of accountability to excel.

Every department and team should know what is expected and what success looks like. Whatever your department’s focus, there should be clearly set goals and regular updates on how the team is doing to reach those goals. Whether it is safety, on-time delivery, numbers of referrals or customer satisfaction scores, everyone has a stake in the team’s success. Making sure everyone is held responsible is the key to focusing the entire team on what is important to hit those goals.

The great thing about being held accountable is that, if done right, it is a tool for great celebration and motivation. Too often as managers we think of holding people accountable as a negative thing when it really should be an opportunity to push forward and drive to success. When clear goals are set and the numbers are reviewed regularly, there are multiple times to celebrate as the goal gets closer and closer.

Tip for the day: Make sure the goals are clear, the numbers are reviewed regularly and that when you review the numbers you take the time to highlight the positives as well as the areas that need improvement. It makes all the difference when everybody knows the numbers and can celebrate the success when you hit the goal!