What gets measured gets done, what gets measured and fed back gets done well, what gets rewarded gets repeated - John E. Jones
Remember when you began your career as Sales or Marketing Rep? All you wanted to do is please the boss, work hard and get noticed! Well the years may have flown by but the same rules apply.
Back then... the old days... the boss would break up your territory using a black marker pen, a map with “Bluetac”, and an idea of how many “good” calls you should have.
You’d have no idea how long it would take to complete your call cycle, how many calls were banners requiring multiple calls or key account work. If you were taking over a new “patch” you wouldn’t know when the last visit took place or if the customer had ever bought anything.
I remember having to call the office at 11am and 3pm to report how many calls I’d made, pre-packs I’d sold and how many “new distributions or stockists” I’d achieved. The boss would demand “I want another 6 calls by 3pm” or “Lewis in Area 12 has 7 new accounts already what’s wrong with you?”
As I got promoted to people leadership roles the metrics were the same however the added complexity was people. How do I measure 10 different people to achieve the team KPO? If only I had all the team’s performance in one place and it was visible to the team and me.
The key metrics haven’t changed that much it’s more about being more productive with your time and having real-time results to achieve or to measure others against.
Our new “App” FieldKo is all about measurement and productivity! There is no-where to hide when the boss clearly states and measures what is important. It’s easy to get noticed by the boss and the team if you are focussing on the right things.
Cloud based applications like FieldKo are perfect for Consumer Goods business that focus on measurement and reinforcement of good behaviours.
When you need to achieve big things the easiest way to attack your goal is to break it down in to smaller measurable KPOs. Measurement is a critical component of any KPI/KPO system and measuring the right things is also important.
At FieldKo we believe that measuring and providing feedback can achieve great things. FieldKo can be set up as a basic app that meets the needs of most CPG or FMCG. FieldKo can also be customized to meet the particular needs of an organization.