| It's been said that money hides mistakes. Corporate | | | | -- Partners/Alliances |
| earnings are down, the market drops triple digits on | | | | First, we create identifiable tactical measures for |
| multiple days, housing prices continue to fall and | | | | each of your sales team members and contributing |
| foreclosure rates are skyrocketing. It's no question | | | | departments. Then, we develop and help you |
| that we are in an un-stable economic environment. | | | | implement the scorecard into a living, breathing |
| Are we in a recession right now, if not today will we | | | | business tool to proactively manage and link strategy, |
| slip into one next week, or perhaps next month? | | | | marketing and sales. |
| With economic uncertainty looming, many of our | | | | This tool becomes a leading business driver that |
| clients are asking: How should I position my firm in | | | | when used correctly, increases corporate cash flow, |
| the months to come? | | | | accelerates operational success, and allows companies |
| We are fast approaching the end of the first quarter. | | | | to manage their business model by proactive metrics, |
| Today, we cover a topic that just might contain the | | | | not reactively by emotion. |
| insight you need to uncover any hidden mistakes and | | | | With this linkage, the scorecard provides clarity in |
| help you surpass your 2008 goals. | | | | strategic and tactical goals that can be readily |
| The "Balanced Scorecard" is a strategic management | | | | monitored to understand where performance is |
| approach developed in the early 1990s by Dr Robert | | | | coming from and where remedial attention is needed. |
| Kaplan of Harvard Business School, and Dr David | | | | As I mentioned, we are regularly asked about the |
| Norton. | | | | best improvement initiatives to be made in this |
| Much like the "Balanced Scorecard" of the 1990s, that | | | | uncertain economy. We always suggest companies |
| focused on linking business performance to | | | | look towards sales metrics as the way to grow their |
| department metrics, The CxO Group uses a "Sales | | | | business and uncover those "hidden" mistakes. |
| Balanced Scorecard" ( with a similar approach, but | | | | Start with the foundation. If your sales and |
| designed for today's economy. | | | | marketing organization doesn’t have clear |
| Today's scorecard creates interaction and links | | | | objectives and metrics for accountability then you |
| between five sales management pillars as a packaged | | | | probably have a few mistakes hiding in your process |
| team to help drive performance. | | | | that are costing you money. Clear sales objectives |
| -- Sales | | | | that are aligned with company strategy is one way |
| -- Marketing | | | | you can be assured of hitting your goals in uncertain |
| -- Strategy | | | | economic times. |
| -- Operations/Development | | | | |