In Productive Profits, I discussed how there are essentially only 3 areas in your business to focus on: operations, marketing (sales lives here), and product/service fulfillment: OPS, MKTG & PROD.
We can refine further by looking at the core metrics for your company: the metrics that actually matter and drive the business forward.
-# of Prospects & Leads
-# of Qualified Sales Calls
-% Close Rate
-Customer lifetime in months
-Team error rate
And so on.
These are core inputs (actions that you or your team can control). From these, you have core outputs. Here are a few:
-New Revenue generated
-Customer lifetime value
-Cost per new customer acquisition
Once you identify what your core inputs are, identify which area of business it falls under and who in your organization is responsible for the input.
Then you can identify the core behaviors needed to positively influence the core metric. Document this so you and your team can refine your approach and improve upon it over time.
If you want a worksheet to walk you step by step with this process — get it here: