SlideShare a Scribd company logo
Goal Setting for RESULTS
Best practices based on the direct observations
of thousands of RESULTS.com client firms
Presenter: Stephen Lynch
Role: Head of Strategy & Consulting at RESULTS.com
Email: Stephen.Lynch@Results.com
Linkedin: linkedin.com/in/stephengeoffreylynch
Slides: results.com/slides
Software Demo: results.com/insurance
Sovereign Insurance - Goal Setting for RESULTS - SovNet
“However beautiful the strategy,
you should occasionally
look at the results”
“However beautiful the strategy,
you should occasionally
look at the results”
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
RED = Unacceptable performance standard
YELLOW = Watch closely. Problem?
GREEN = Target performance standard
Questions / Answers:
#realKPIs || @RESULTSdotcom
Tracking Metrics / Key Performance Indicators
RED = Project off track. Will miss deadline
YELLOW = Project needs help. Problem?
GREEN = Project on track
Questions / Answers:
#realKPIs || @RESULTSdotcom
Tracking Strategic Projects
In the past, we used Spreadsheets
Now we use software
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Everyone knows their individual accountabilities
We can see how other teams are performing
Drive the execution of Projects & Tasks
We can see how other teams are performing
We can see who is, and who is NOT performing
What’s happening here?
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
“92% of companies don’t measure KPIs”
92% of companies don’t measure KPIs [3]
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Create
leads
Convert leads
into sales
Provide
product-service
Delight
customers
Grow cash
make profit
Questions to identify your KPIs
1. What are the key functional areas of my business?
2. What result or outcome am I looking for in each area?
3. What “activities” or “actions” drive this outcome?
4. What “effectiveness” measures let me know how well
these activities are being performed?
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
# phone conversations
# appointments booked
# proposals submitted
# policies issued
% appointments conducted
% submissions approved
$ average API
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Aim for the stars,
even if you miss…
you’ll still reach the moon
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Questions / Answers:
#realKPIs || @RESULTSdotcom
Create
leads
Convert leads
into sales
Provide
product-service
Delight
customers
Grow cash
make profit
KPI Questions
What result or outcome are you looking for?
What “activities” or “actions” drive this outcome?
What “effectiveness” measures let you know how well these
activities are being performed?
Functional Area
Team / Functional Area name = MARKETING (Create Leads) Performance Thresholds
KPI Description
Person
Accountable
Measurement
Frequency RED GREEN
Functional Area
Team / Functional Area name = MARKETING (Create Leads) Performance Thresholds
KPI Description
Person
Accountable
Measurement
Frequency RED GREEN
New Customer Phone Conversations Week 8 12
New Customer Appointments Booked Week 3 6
Influencer Meetings Week 0 1
Questions / Answers:
#realKPIs || @RESULTSdotcom
Single Point Accountability
Functional Area
Team / Functional Area name = SALES (Convert Leads to Clients) Performance Thresholds
KPI Description
Person
Accountable
Measurement
Frequency RED GREEN
Functional Area
Team / Functional Area name = SALES (Convert Leads to Clients) Performance Thresholds
KPI Description
Person
Accountable
Measurement
Frequency RED GREEN
New Customer Appointments Held Week 1 4
Submissions Week 1 3
Appt / Submission Conversion MTD Week 70% 80%
Issued Policies Week 0 2
Average API per policy Week $1200 $1500
Functional Area
Team / Functional Area name = OPERATIONS (Provide Service) Performance Thresholds
KPI Description
Person
Accountable
Measurement
Frequency RED GREEN
Functional Area
Team / Functional Area name = OPERATIONS (Provide Service) Performance Thresholds
KPI Description
Person
Accountable
Measurement
Frequency RED GREEN
Existing customer phone conversations Week 10 15
Existing customer appointments Week 0 2
Lapsed Policies MTD Week 3 1
Referrals MTD Week 2 4
Functional Area
Team / Functional Area name = FINANCE (Grow Cash + Profits) Performance Thresholds
KPI Description
Person
Accountable
Measurement
Frequency RED GREEN
Functional Area
Team / Functional Area name = FINANCE (Grow Cash + Profits) Performance Thresholds
KPI Description
Person
Accountable
Measurement
Frequency RED GREEN
Daily Cash balance Day $ $
Revenue MTD Day $ $
Monthly Net Profit % Month % %
- You are on an extended holiday in the tropics….
- All you can receive is a weekly email that contains a small handful of
numbers (5 max) that tell you how well your business is performing
- If the KPI’s are “green” you can go back to reading your book
- If the KPI’s are “yellow” you need to ring the office to see what is going on
- If the KPI’s are “red” you need to cut your holiday short and return home
- What are the “critical success factors” for your business?
Imagine this…
Business Model - Critical Success Factors
(example)
Industry Type = (e.g. Insurance Advisor) Performance Thresholds
KPI Description
Person
Accountable
Measurement
Frequency RED GREEN
New Client Appointments Week 1 4
Submissions Week 1 3
Appt / Submission conversion rate MTD Week 70% 80%
Issued Policies Week 0 2
Average Annual Premium Income per policy Week $1200 $1500
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Questions / Answers:
#realKPIs || @RESULTSdotcom
Sovereign Insurance - Goal Setting for RESULTS - SovNet
In “The Red”?
What’s happening here?
What 1 thing can we do this week to
improve this?
What support do you need?
Sovereign Insurance - Goal Setting for RESULTS - SovNet
Accountability is meaningless without consequences
What positive consequences can a person expect
if their KPI is consistently in the “GREEN”?
What negative consequences can a person expect
if their KPI is consistently in the “RED”:
• For 1 month?
• For 2 months in a row?
• For 3 months in a row?
“Leaders owe it to the organization & their fellow workers
not to tolerate non-performing people in important jobs”
KPI performance thresholds
Be conservative in the beginning
Get everyone used to “winning”
You can always raise the bar later
Goal Setting & Accountability – Getting it Right
Growth inhibited by:
- Wrong person in the role
- Wrong Metrics / KPIs
- Too many Goals
- Unrealistic performance thresholds
- Not keeping Goals and Tasks current and visible every week
- Not running weekly team and 1-on-1 meetings to discuss results
- Not holding each person firmly accountable for performance
- No consequences for poor performance
- Waiting too long to address poor performance
Growth maximized by:
- Right person in the role
- Right Metrics / KPIs
- Realistic “green” performance thresholds – adjusted regularly
- Goals and Tasks kept current and visible every week
- Weekly team and 1-on-1 meetings to discuss results
- Each person held firmly accountable for performance
- Good performance and progress praised and recognized
- Poor performance discussed every week and addressed promptly
★ KPIs drive “business as usual” (your current operating model)
★ Don’t just track outcomes or currency measures
★ Focus on activity & effectiveness measures that drive outcomes
★ Make performance visible on a dashboard
★ Weekly team and 1 on 1 meetings to discuss performance
★ Good performance praise and recognize
★ Poor performance discuss every week, “What’s happening here?”
★ Shame is not a motivator. Beware setting thresholds too high
★ Be conservative in beginning. Get everyone used to winning
★ Ratchet up performance threshold over time
★ Adjust thresholds every quarter to ensure relevance
Metrics / KPIs - best practices
Sovereign Insurance - Goal Setting for RESULTS - SovNet
10 Benefits of Software Dashboards
1. Radical Transparency - motivates action
2. Everyone can see what’s going on
3. Keeps people focused on critical success factors
4. Communicates “what” needs to be done
5. Delegate authority to staff to figure out “how”
6. Recognize progress when things going well
7. Early warning indicator when things going wrong
8. More effective meetings to drive accountability
9. Objective decision making based on data
10. Drives business execution and RESULTS
Thank you for your time!
Goal Setting for RESULTS
Best practices based on the direct observations
of thousands of RESULTS.com client firms
Presenter: Stephen Lynch
Role: Head of Strategy & Consulting at RESULTS.com
Email: Stephen.Lynch@Results.com
Linkedin: linkedin.com/in/stephengeoffreylynch
Slides: results.com/slides
Software Demo: results.com/insurance

More Related Content

PDF
YPO presentation San Francisco 24 Oct 2015
PDF
Sovereign Insurance - Strategic Planning for RESULTS - SovNet
PDF
EO Accelerator San Francisco Presentation 13 Jun 2016
PDF
Strategic Planning for RESULTS
PDF
Quarterly Strategic Review - Nov 2016
PDF
Strategic Plan - Quarterly Priorities Workshop
PPTX
KPI workshop May 2014
PDF
How to create your strategy on 1 page
YPO presentation San Francisco 24 Oct 2015
Sovereign Insurance - Strategic Planning for RESULTS - SovNet
EO Accelerator San Francisco Presentation 13 Jun 2016
Strategic Planning for RESULTS
Quarterly Strategic Review - Nov 2016
Strategic Plan - Quarterly Priorities Workshop
KPI workshop May 2014
How to create your strategy on 1 page

What's hot (20)

PDF
Metrics that Motivate webinar - June 2017
PDF
RESULTS.com KPI Workshop - July 2014
PDF
Strategic Plan > Quarterly Priorities workshop
PDF
Strategic plan quarterly priorities workshop December 2014
PDF
KPIs Simplified Workshop 2
PPTX
A journey from a bad kpi to an excellent strategy
PDF
10 Essential Tips For An Effective Business Review
PPT
Kpi mapping
PDF
The big book of key performance indicators by eric peterson
PPTX
Team structure how and why carpe data changed it up - Matthew McLughlin
PPT
Advertising creative director kpi
PPTX
Data and Storytelling | What Now?
PDF
An Outcome Measurement Model: Is your Agile Adoption Moving the Needle?
PDF
What it really takes to become a data driven marketing organization
PDF
Goal Examples for Support Teams
PDF
Goal Examples for Customer Success
PDF
Conversational Feedback Recognition
PPT
Digital marketing manager kpi
PDF
Tools guide
PPTX
What does the Perfect KPI Look Like?
Metrics that Motivate webinar - June 2017
RESULTS.com KPI Workshop - July 2014
Strategic Plan > Quarterly Priorities workshop
Strategic plan quarterly priorities workshop December 2014
KPIs Simplified Workshop 2
A journey from a bad kpi to an excellent strategy
10 Essential Tips For An Effective Business Review
Kpi mapping
The big book of key performance indicators by eric peterson
Team structure how and why carpe data changed it up - Matthew McLughlin
Advertising creative director kpi
Data and Storytelling | What Now?
An Outcome Measurement Model: Is your Agile Adoption Moving the Needle?
What it really takes to become a data driven marketing organization
Goal Examples for Support Teams
Goal Examples for Customer Success
Conversational Feedback Recognition
Digital marketing manager kpi
Tools guide
What does the Perfect KPI Look Like?
Ad

Viewers also liked (17)

PDF
Key Performance Indicator workshop
PDF
Metrics that matter
PDF
Management in the Digital Age - Vistage Presentation
PDF
EO New Jersey Oct 2014
PDF
KPI Workshop
PDF
Lean Agile Evaluation - A disruptive Approach for sourcing
DOCX
The continuum of client communication
PDF
identity business communication processes quality costs - a brief description...
PDF
Execution and Accountability - UBT New Zealand
PPTX
Strategic plan > quarterly priorities workshop 25 Jun 2104
PDF
Communication Best Practices
PPTX
Execution and Accountability - UBT Australia presentation
PDF
RESULTS.com Manifesto
PDF
Strategic Plan Update workshop for UBT Nth America
PDF
Execution and Accountability - UBT Nth America presentation
PPTX
Is Your Business Communication on Track? Your 3-Part Quarterly Review
PDF
Business Communication Best Practices
Key Performance Indicator workshop
Metrics that matter
Management in the Digital Age - Vistage Presentation
EO New Jersey Oct 2014
KPI Workshop
Lean Agile Evaluation - A disruptive Approach for sourcing
The continuum of client communication
identity business communication processes quality costs - a brief description...
Execution and Accountability - UBT New Zealand
Strategic plan > quarterly priorities workshop 25 Jun 2104
Communication Best Practices
Execution and Accountability - UBT Australia presentation
RESULTS.com Manifesto
Strategic Plan Update workshop for UBT Nth America
Execution and Accountability - UBT Nth America presentation
Is Your Business Communication on Track? Your 3-Part Quarterly Review
Business Communication Best Practices
Ad

Similar to Sovereign Insurance - Goal Setting for RESULTS - SovNet (20)

PPTX
Key Performance Indicators webinar Smith & Gesteland
PDF
KPI Workshop for CPA Oct 2014
PPTX
KPI.pptx
PDF
Learning and Business Impact: Making the Case through Metrics and Analytics
PDF
Learning and Business Impact: Making the Case through Metrics and Analytics
PDF
How to Measure the Impact of Employee Soft Skills Training | Webinar 02.17.15
PDF
How to coach people for maximum performance
PDF
How to Measure the Impact of Employee Soft Skills Training | Webinar 01_26_15
PDF
Strategy Deployment: Accelerating Improvement Through Focus and Alignment
PDF
Employee Training and Development: How to Measure Effectiveness and Impact | ...
PPTX
Goals and KPIs 01a
PDF
Recruiting Metrics - Strategic and Tactical KPIs for Talent Acquisition
PDF
Talking to the C-Suite: Building a Business Case for Employee Development and...
PPT
Six sigma awareness
PPTX
First Contact Resolution - The Performance Driver!
PDF
Employee Training and Development: How to Measure Effectiveness and Impact | ...
PPTX
The 4 Simple Rules For Effectively Outsourcing Offshore
PDF
How to Build a Business Case for Online Employee Training | Webinar 12.02.14
PPTX
Mass Ingenuity Presentation
PPT
The Role of Innovative Analytics in a Recruiting Turnaround
Key Performance Indicators webinar Smith & Gesteland
KPI Workshop for CPA Oct 2014
KPI.pptx
Learning and Business Impact: Making the Case through Metrics and Analytics
Learning and Business Impact: Making the Case through Metrics and Analytics
How to Measure the Impact of Employee Soft Skills Training | Webinar 02.17.15
How to coach people for maximum performance
How to Measure the Impact of Employee Soft Skills Training | Webinar 01_26_15
Strategy Deployment: Accelerating Improvement Through Focus and Alignment
Employee Training and Development: How to Measure Effectiveness and Impact | ...
Goals and KPIs 01a
Recruiting Metrics - Strategic and Tactical KPIs for Talent Acquisition
Talking to the C-Suite: Building a Business Case for Employee Development and...
Six sigma awareness
First Contact Resolution - The Performance Driver!
Employee Training and Development: How to Measure Effectiveness and Impact | ...
The 4 Simple Rules For Effectively Outsourcing Offshore
How to Build a Business Case for Online Employee Training | Webinar 12.02.14
Mass Ingenuity Presentation
The Role of Innovative Analytics in a Recruiting Turnaround

More from RESULTS.com (6)

PDF
Meaningful Marketing - Marketing Strategy Webinar
PDF
2019 Strategy Workshop
PDF
Metrics Webinar
PDF
Execution: The Missing 98% of Business
PDF
Create your Strategic Plan on 1 Page webinar
PDF
Metrics that Matter webinar
Meaningful Marketing - Marketing Strategy Webinar
2019 Strategy Workshop
Metrics Webinar
Execution: The Missing 98% of Business
Create your Strategic Plan on 1 Page webinar
Metrics that Matter webinar

Recently uploaded (20)

PDF
A Brief Introduction About Julia Allison
PDF
Why Is MCP Server Development Trending Now.pdf
PPT
How to Protect Your New York Business from the Unexpected
PDF
The Digital Culture Challenge; Bridging the Employee-Leadership Disconnect
PPTX
Buy Chaos Software – V-Ray, Enscape & Vantage Licenses in India
PDF
Ahmedabad-Indias-Trusted-Hub-for-Quality-Valve-Manufacturing.pdf.pdf
PPTX
How to best Address your professional Training Program - August 2025.pptx
PPTX
Unlocking Creativity Top Adobe Tools for Content Creators Buy Adobe Software...
PPTX
Helicopters in the Brazilian Oil Industry – Executive Summary
PPTX
Presentation model for business presentations
PPTX
The Marketing Journey - Tracey Phillips - Marketing Matters 7-2025.pptx
PDF
SparkLabs Primer on Artificial Intelligence 2025
PPTX
AI-assistance in Knowledge Collection and Curation supporting Safe and Sustai...
PDF
20250805_A. Stotz All Weather Strategy - Performance review July 2025.pdf
PPTX
Nagarajan Seyyadurai – Visionary Leadership at WS Industries.pptx
PDF
Leading with Vision_ How Mohit Bansal Is Shaping Chandigarh’s Real Estate Ren...
PDF
Keppel Ltd. 1H 2025 Results Presentation Slides
PDF
KornFerry Presentation hbkjbkjbk bjkbkbk.pdf
PPTX
Markdown Language_ Revolutionizing Text Formatting Made Easy.pptx
PDF
Mastering Social Media Marketing: Grow Your Brand Online
A Brief Introduction About Julia Allison
Why Is MCP Server Development Trending Now.pdf
How to Protect Your New York Business from the Unexpected
The Digital Culture Challenge; Bridging the Employee-Leadership Disconnect
Buy Chaos Software – V-Ray, Enscape & Vantage Licenses in India
Ahmedabad-Indias-Trusted-Hub-for-Quality-Valve-Manufacturing.pdf.pdf
How to best Address your professional Training Program - August 2025.pptx
Unlocking Creativity Top Adobe Tools for Content Creators Buy Adobe Software...
Helicopters in the Brazilian Oil Industry – Executive Summary
Presentation model for business presentations
The Marketing Journey - Tracey Phillips - Marketing Matters 7-2025.pptx
SparkLabs Primer on Artificial Intelligence 2025
AI-assistance in Knowledge Collection and Curation supporting Safe and Sustai...
20250805_A. Stotz All Weather Strategy - Performance review July 2025.pdf
Nagarajan Seyyadurai – Visionary Leadership at WS Industries.pptx
Leading with Vision_ How Mohit Bansal Is Shaping Chandigarh’s Real Estate Ren...
Keppel Ltd. 1H 2025 Results Presentation Slides
KornFerry Presentation hbkjbkjbk bjkbkbk.pdf
Markdown Language_ Revolutionizing Text Formatting Made Easy.pptx
Mastering Social Media Marketing: Grow Your Brand Online

Sovereign Insurance - Goal Setting for RESULTS - SovNet

  • 1. Goal Setting for RESULTS Best practices based on the direct observations of thousands of RESULTS.com client firms Presenter: Stephen Lynch Role: Head of Strategy & Consulting at RESULTS.com Email: [email protected] Linkedin: linkedin.com/in/stephengeoffreylynch Slides: results.com/slides Software Demo: results.com/insurance
  • 3. “However beautiful the strategy, you should occasionally look at the results” “However beautiful the strategy, you should occasionally look at the results”
  • 7. RED = Unacceptable performance standard YELLOW = Watch closely. Problem? GREEN = Target performance standard Questions / Answers: #realKPIs || @RESULTSdotcom Tracking Metrics / Key Performance Indicators
  • 8. RED = Project off track. Will miss deadline YELLOW = Project needs help. Problem? GREEN = Project on track Questions / Answers: #realKPIs || @RESULTSdotcom Tracking Strategic Projects
  • 9. In the past, we used Spreadsheets
  • 10. Now we use software
  • 12. Everyone knows their individual accountabilities
  • 13. We can see how other teams are performing
  • 14. Drive the execution of Projects & Tasks
  • 15. We can see how other teams are performing
  • 16. We can see who is, and who is NOT performing
  • 20. “92% of companies don’t measure KPIs”
  • 21. 92% of companies don’t measure KPIs [3]
  • 25. Questions to identify your KPIs 1. What are the key functional areas of my business? 2. What result or outcome am I looking for in each area? 3. What “activities” or “actions” drive this outcome? 4. What “effectiveness” measures let me know how well these activities are being performed?
  • 29. # phone conversations # appointments booked # proposals submitted # policies issued % appointments conducted % submissions approved $ average API
  • 32. Aim for the stars, even if you miss… you’ll still reach the moon
  • 41. Questions / Answers: #realKPIs || @RESULTSdotcom
  • 43. KPI Questions What result or outcome are you looking for? What “activities” or “actions” drive this outcome? What “effectiveness” measures let you know how well these activities are being performed?
  • 44. Functional Area Team / Functional Area name = MARKETING (Create Leads) Performance Thresholds KPI Description Person Accountable Measurement Frequency RED GREEN
  • 45. Functional Area Team / Functional Area name = MARKETING (Create Leads) Performance Thresholds KPI Description Person Accountable Measurement Frequency RED GREEN New Customer Phone Conversations Week 8 12 New Customer Appointments Booked Week 3 6 Influencer Meetings Week 0 1
  • 46. Questions / Answers: #realKPIs || @RESULTSdotcom Single Point Accountability
  • 47. Functional Area Team / Functional Area name = SALES (Convert Leads to Clients) Performance Thresholds KPI Description Person Accountable Measurement Frequency RED GREEN
  • 48. Functional Area Team / Functional Area name = SALES (Convert Leads to Clients) Performance Thresholds KPI Description Person Accountable Measurement Frequency RED GREEN New Customer Appointments Held Week 1 4 Submissions Week 1 3 Appt / Submission Conversion MTD Week 70% 80% Issued Policies Week 0 2 Average API per policy Week $1200 $1500
  • 49. Functional Area Team / Functional Area name = OPERATIONS (Provide Service) Performance Thresholds KPI Description Person Accountable Measurement Frequency RED GREEN
  • 50. Functional Area Team / Functional Area name = OPERATIONS (Provide Service) Performance Thresholds KPI Description Person Accountable Measurement Frequency RED GREEN Existing customer phone conversations Week 10 15 Existing customer appointments Week 0 2 Lapsed Policies MTD Week 3 1 Referrals MTD Week 2 4
  • 51. Functional Area Team / Functional Area name = FINANCE (Grow Cash + Profits) Performance Thresholds KPI Description Person Accountable Measurement Frequency RED GREEN
  • 52. Functional Area Team / Functional Area name = FINANCE (Grow Cash + Profits) Performance Thresholds KPI Description Person Accountable Measurement Frequency RED GREEN Daily Cash balance Day $ $ Revenue MTD Day $ $ Monthly Net Profit % Month % %
  • 53. - You are on an extended holiday in the tropics…. - All you can receive is a weekly email that contains a small handful of numbers (5 max) that tell you how well your business is performing - If the KPI’s are “green” you can go back to reading your book - If the KPI’s are “yellow” you need to ring the office to see what is going on - If the KPI’s are “red” you need to cut your holiday short and return home - What are the “critical success factors” for your business? Imagine this…
  • 54. Business Model - Critical Success Factors (example) Industry Type = (e.g. Insurance Advisor) Performance Thresholds KPI Description Person Accountable Measurement Frequency RED GREEN New Client Appointments Week 1 4 Submissions Week 1 3 Appt / Submission conversion rate MTD Week 70% 80% Issued Policies Week 0 2 Average Annual Premium Income per policy Week $1200 $1500
  • 56. Questions / Answers: #realKPIs || @RESULTSdotcom
  • 58. In “The Red”? What’s happening here? What 1 thing can we do this week to improve this? What support do you need?
  • 60. Accountability is meaningless without consequences What positive consequences can a person expect if their KPI is consistently in the “GREEN”? What negative consequences can a person expect if their KPI is consistently in the “RED”: • For 1 month? • For 2 months in a row? • For 3 months in a row?
  • 61. “Leaders owe it to the organization & their fellow workers not to tolerate non-performing people in important jobs”
  • 62. KPI performance thresholds Be conservative in the beginning Get everyone used to “winning” You can always raise the bar later
  • 63. Goal Setting & Accountability – Getting it Right Growth inhibited by: - Wrong person in the role - Wrong Metrics / KPIs - Too many Goals - Unrealistic performance thresholds - Not keeping Goals and Tasks current and visible every week - Not running weekly team and 1-on-1 meetings to discuss results - Not holding each person firmly accountable for performance - No consequences for poor performance - Waiting too long to address poor performance Growth maximized by: - Right person in the role - Right Metrics / KPIs - Realistic “green” performance thresholds – adjusted regularly - Goals and Tasks kept current and visible every week - Weekly team and 1-on-1 meetings to discuss results - Each person held firmly accountable for performance - Good performance and progress praised and recognized - Poor performance discussed every week and addressed promptly
  • 64. ★ KPIs drive “business as usual” (your current operating model) ★ Don’t just track outcomes or currency measures ★ Focus on activity & effectiveness measures that drive outcomes ★ Make performance visible on a dashboard ★ Weekly team and 1 on 1 meetings to discuss performance ★ Good performance praise and recognize ★ Poor performance discuss every week, “What’s happening here?” ★ Shame is not a motivator. Beware setting thresholds too high ★ Be conservative in beginning. Get everyone used to winning ★ Ratchet up performance threshold over time ★ Adjust thresholds every quarter to ensure relevance Metrics / KPIs - best practices
  • 66. 10 Benefits of Software Dashboards 1. Radical Transparency - motivates action 2. Everyone can see what’s going on 3. Keeps people focused on critical success factors 4. Communicates “what” needs to be done 5. Delegate authority to staff to figure out “how” 6. Recognize progress when things going well 7. Early warning indicator when things going wrong 8. More effective meetings to drive accountability 9. Objective decision making based on data 10. Drives business execution and RESULTS
  • 67. Thank you for your time!
  • 68. Goal Setting for RESULTS Best practices based on the direct observations of thousands of RESULTS.com client firms Presenter: Stephen Lynch Role: Head of Strategy & Consulting at RESULTS.com Email: [email protected] Linkedin: linkedin.com/in/stephengeoffreylynch Slides: results.com/slides Software Demo: results.com/insurance