Measuring for Success, Do Your Metrics Drive the Right Behaviour?

Whether you’re applying them to teams, individuals, or products within your company, metrics can reveal a great deal about performance across your organisation. When highlighted on a company-wide level, certain key metrics can also serve to drive desirable behaviours and make clearly outlined goals easier for everyone to achieve. 

At Simplified Revenue Operations, we help you to cut through the noise of data overwhelm and zone in on the metrics you need to drive the behaviour you want to see at all times.

How do Metrics Drive Behaviour?

When you draw from your data stores to measure success metrics like sales output, ROIs, or monthly leads, you effectively create a blueprint of desirable behaviours for your team. Aside from just a general profitability focus, these metrics can help to break down your priorities when it comes to things like individual performance, investments, and even marketing budgets and so on. Based on this, your team can develop a far better understanding of what you want from them, and will likely work harder to achieve those goals. They may also reduce efforts in areas where you’re not measuring metrics, such as recurring revenue or bounce rate. 

The Benefits of Driving Behaviour Using Metrics

Driving behaviour using metrics is ultimately important because it’s a way of benchmarking performance that gives your team an undeniable understanding of the goals you prioritise at management level. In other words, this can help to keep everybody talking the same language. Instead of having to spread themselves thinly across all areas of operations, your team can then double down on the things that they know you care about. All with the benefit of repeatable metrics that they can either meet or beat, to ensure their performances. 

As a manager, you simply need to make sure you’re measuring the right metrics to drive the behaviours you intend. That’s where our team here at Simplified Revenue Operations comes in. We make sure you’re driving the right behaviours with reliable, representative metrics based on your very own data sets and goals for benefits that include :

• Increased sales
  
• Improved team morale
  
• Actionable feedback
  
• And more

Signs You’re Getting Metrics Wrong

As beneficial as it can be to drive behaviours using metrics, there are also some risks involved. Instead of inspiring your team, certain metric focuses can be confusing, difficult to navigate, or ultimately unhelpful in how they make your team work. Equally, neglecting key metric areas like recurring sales metrics or marketing metrics can result in lacklustre efforts in these areas. 

Most often, these mistakes happen because of poor quality or limited data that leads to significant strategic blindspots. Signs that particularly indicate you’re getting metrics wrong right now include :

• An excessive focus on profit
  
• Low morale due to a focus on negative metrics like bounce rate or account closures
  
• Presenting metrics without context or actionable feedback
  
• Metrics that give mixed messages across departments

How Simplified Revenue Operations can Help you Drive the Right Behaviour Using Metrics

Ultimately, there is no ‘right’ metric to measure in all instances. Metrics, and the behaviours you’ll want them to create, will vary depending on your industry, audience, and products, as well as things like the team in question. That’s why it’s important to work with professionals like our team here at Simplified Revenue Operations to understand what’s what with metrics in your company!

We’re fully aware of the need to cut through a lot of noise to reach the metrics that stand to truly boost productivity across the board. And, we’re on hand to help you do precisely that in the following ways :

Assessing the quality of your data

We don’t just dive straight into metrics – we look at data first. After all, the quality of your data can make a huge difference in ensuring consistency and reliability in the metrics you’re managing. We’ll conduct a full assessment of your data landscape, with a particular focus on things like data blindspots, unreliable data sets, and any data that could potentially mislead employee behaviours if left unchecked.

Getting to know your industry

Industry best practices can sit perfectly alongside metrics to let your team understand both audience and management expectations. We’ll take the time to understand things like industry technology and sales best practices, as well as considering how your metrics fit within those and any areas of improvement. We’ll also monitor these priorities so that you don’t have to, making it far more likely you’ll achieve ongoing high revenue and CLV. 

Getting to know you

Your industry is one thing, but you’re an individual company with your own goals, priorities, and products. We’ll take a great deal of time getting to understand you on that personal level and talking to you in-depth about your data sets, and your focus areas within those. We’ll then make sure to always highlight metrics that fit within your KPIs, and which are continually able to direct behaviours towards those outcomes. 

Ensuring simple implementation

We’ll never leave you in the lurch with a list of metrics you don’t know what to do with. Instead, we’ll keep our guidance actionable and easy to implement at all times. As well as figures on a sheet, our services include a comprehensive assessment of things like sales performance and marketing plans, as well as help with business reviews, territory and quota planning, forecasting, and more. We’ll let your team know what metrics matter the most, and precisely what they can do within that focus to meet your bottom line. 

Evolving with Your Business

The metrics that drove the best behaviours last week might not always serve the same purposes within your business. Markets evolve, after all, and your metrics need to evolve with them. We help you to ensure that’s the case thanks to a range of forward-thinking services which include forecasting processes, and quarterly or annual business reviews to ensure your metrics are levelling up, and serving your purposes, at all times.