Sales and Marketing Metrics Scorecard improve performance

It 's been said that money hides mistakes. Corporate profits are falling, the market drops and triple-digit gains over several days, house prices continuing to fall and foreclosure rates are skyrocketing. There is no doubt that we are in an unstable economic environment. We are in a recession right now, if not today we slip into one next week, or maybe next month? With economic uncertainty looming, many of our customers are asking: How should I position my company in the months to come?

We are rapidly approaching the end of the first quarter. Today, we deal with a subject that just might contain the knowledge necessary to uncover any hidden mistakes and help you exceed your objectives for 2008.

The "Balanced Scorecard" is a strategic management approach developed in the early 1990's by Dr. Robert Kaplan of Harvard Business School, and Dr. David Norton.

Just as the "Balanced Scorecard" of 1990, which focused on linking business performance to department metrics, you should use a "Sales and Marketing Metrics Scorecard" with a similar approach, but designed for today's economy .

Today's scorecard creates interaction and links between five sales management pillars as a packaged team to help drive performance.

- Sales

- Marketing

- Strategy

- Operations / Development

- Partners / Alliances

First, create identifiable tactical measures for each of your team members sales and services that contribute. Then, we help develop and implement the scorecard into a living, breathing business tool to proactively manage and link strategy, marketing and sales.

This tool becomes a leading business driver that when used correctly, increases corporate cash flow, accelerates operational success, and enables companies to manage their business model proactive metrics, not reactively by emotion.

With this connection, the scorecard provides clear strategic and tactical goals that can be easily monitored to understand where performance is coming from and where remedial attention is needed. As I said, we are regularly asked for the best initiatives for improvement to be made in this uncertain economy. We always suggest companies look towards sales of which way to grow their business and uncover those "hidden" errors.