The Greatest Management Principle - Sales Influence Podcast - SIP 590

<h3>Performance Management</h3> <ol> <li>🎯 <strong>Measure output</strong> to manage results and avoid micromanaging, but <strong>switch to measuring activities</strong> when not hitting numbers to guarantee output, as per Dr. Michael Lebau's "The Greatest Management Principle in the World" (1985).<br /> <br /></li> <li>📊 To ensure output, focus on <strong>key metrics</strong> introduced by Frank B. Kern in the 1940s-50s: <strong>cold calls</strong>, <strong>call-to-meeting ratio</strong>, <strong>pipeline size</strong>, <strong>average deal size</strong>, <strong>close rate</strong>, and <strong>sales cycle length</strong>.</li> </ol> <h3>Diagnostic Approach</h3> <ol> <li>🔍 When performance lags, <strong>zoom in</strong> on specific activities while maintaining oversight of <strong>high-level dashboard metrics</strong> like sales, new clients, and revenue.</li> </ol> <h3>Motivation and Rewards</h3> <ol> <li>🏆 <strong>Recognize and reward</strong> desired activities through both <s...