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Why financial returns are deceiving

Why financial returns are deceiving. Short-term financial gains from an improvement initiative are great. But beware… There may have been an uptick in productivity of the sales force because they sense danger due to attention on them from this sales-directed initiative.

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Why financial returns are deceiving

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  1. Why financial returns are deceiving Short-term financial gains from an improvement initiative are great. But beware… • There may have been an uptick in productivity of the sales force because they sense danger due to attention on them from this sales-directed initiative. • The financial gains may not be related to the improvement, but to other factors> ensure you find the cause of gains. • If the initiative was announced to the market, there may have been in initial spike of interest that converted to deals.

  2. Should you bail on an initiative? On in-flight initiatives, it’s better to stop it early (before design begins) if things don’t look good. • Use this Doomed Project Predictor to see if you can expect more than just objectives being met. If not, call it quits. • Determine if the initiative is heavily tied to some political battle – if so, it may not be the best for your company or for your own credibility. • Are there other initiatives that are or will be in-flight with this one? Will the other initiative keep needed attention and resources from this initiative? Probably a good idea to postpone this one.

  3. One simple value-proving exercise Sales needs HR’s help, but doesn’t always see the value of HR. Try this exercise: • Calculate the cost of a sales mis-hire. Use this calculator. • Show the Sales Leadership how much a bad hire costs. • Get the Sales Leader’s commitment to fix this problem. • Contact SBI for help.

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