Measurement – Climbing the Mountain.

I compare having a dream or a goal to that of climbing to the top of a mountain. When you stand at the base of the mountain and look up, it looks intimidating and overwhelming especially if you do not have a plan in place to actually accomplish the climb to the top. On the other hand it can be exhilarating and thrilling to take on such as task once you have your plan in hand.

I have been providing my insights on how to dream it, believe it, and accomplish it over the last few weeks. Each piece has built on one another and now that you have all of the foundational concepts its time to take it up a notch! It’s time to start measuring your results.

Things that are measured improve. Things that are measured and reported on improve dramatically. I am a big believer in measurement and keeping score. If you don’t keep score how will you know if you have won or lost? How will you know what to improve on or what to keep doing?

There are 7 key revenue indicators that I constantly measure:

1. Number of clients
2. Total revenue
3. Average revenue per client
4. Total revenue of your top 5 clients
5. Average revenue of your top 5 clients
6. Total revenue of your top 10 clients
7. Average revenue of your top 10 clients

Now the measurement begins! For each of these 7 key revenue indicators write down the following metrics:

Baseline: What your CURRENT numbers are.
Goal: What numbers you are striving to meet.
Actual: What your actual numbers are on a monthly, quarterly and annual basis.

When you track these metrics consistently you will be able to adjust your game plan accordingly. Without tracking and measuring it becomes a game of luck – hoping and praying that you get to where you want to go.

Every two weeks I review my “1 Year Dream” and keep score on how I am doing. It’s unbelievable how this works. My mind sees my dream and then goes to work on making it happen! So keep on climbing that mountain. And continue to measure your success and make adjustments along the way.

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What metrics do you think are the most impactful measure and how do you go about measuring them?

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