Presidency, economy, Wall Street, banks, jobs.
What will happen?
I take a breath and close my eyes and remember the words of Marcus Aurelius Antoninus published 1800 years ago, â€œNever let the future disturb you. You will meet it, if you have to, with the same weapons of reason which today arm you against the present.â€
Anthony Hopkins shared a similar thought with James Lipton during a recent interview on Inside the Actor’s Studio, â€œToday is the tomorrow I was so worried about yesterday.â€
A client recently shared with me one of those amazing â€œweapons of reasonâ€ Marcus Aurelius spoke about:
I asked, â€œHow is traffic trending? Are we ahead of last year?â€
â€œRoy, I donâ€™t measure traffic.â€
â€œLast week one of my salespeople made 63 sales presentations and closed only 24 of them. That tells me 39 people bought somewhere else. And right now theyâ€™re telling all their friends why they bought where they did. Theyâ€™re showing off their purchases and explaining why they didnâ€™t buy from us.â€
â€œThat salesperson is no longer with us.â€
â€œYouâ€™re really serious about this.â€
â€œTodayâ€™s close rate is the most reliable indicator of tomorrowâ€™s traffic. When close rate is high, traffic increases. When close rate begins to slide, traffic soon begins to slide as well.â€
Does it surprise you that this client keeps better records than any weâ€™ve ever served and that heâ€™s currently our fastest growing client in North America? Thankfully, he knows what information can be correlated and what cannot. He doesnâ€™t let his statistics lead him to ridiculous conclusions.
But the part of our conversation that jerked my eyebrows upward was that he was aware of the weekly close rate of each of his nearly 100 salespeople.
You canâ€™t improve what you donâ€™t measure.
What are you measuring?
â€œWhen you can measure what you are speaking about, and express it in numbers, you know something about it; but when you cannot measure it, when you cannot express it in numbers, your knowledge is of a meager and unsatisfactory kind; it may be the beginning of knowledge, but you have scarcely in your thoughts advanced to the state of Science, whatever the matter may be.â€
â€“ Sir William Thomson, Lord Kelvin, Electrical Units of Measurement, 1883
There are lots of things business owners are secretly trying to achieve. And usually these goals are secret, even to themselves.
When IÂ begin intensive planning for different companies, we all sit in a circle and I ask, â€œHow will we measure success? What do you want me to help you make happen?â€
Iâ€™ve been asking that question of business owners for nearly 30 years. Itâ€™s never easy to get an answer.
But itâ€™s a whole lot easier to win the game when youâ€™re clear on how points are scored.
Are you playing to win?
Your goals are your own business.
Helping you reach them is mine.
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