Some business leaders aggressively pursue every sale believing them to be the ultimate key to corporate success. Sales, however, represent far more than just dollars and cents. In fact, the revenue generated through a sale is just the beginning of the overall financial impact on the business.
Sales say a lot about a company and profoundly impact its culture, reputation, and goals achievement. And while every business must sell a critical mass of products and services to survive and flourish, to whom, what, and how it sells greatly affects long-term success.
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Just as a well-developed organizational performance measurement system helps align an organization to the efficient achievement of its goals, a misaligned performance measurement system diverts focus and resources toward non-value-adding activities. Over time, existing projects finish and new initiatives begin; requiring performance measures within the system be changed. While these alterations are intended to support continued, effective business operation, they are often performed without a holistic view of the system and may have unintended adverse impacts. Therefore, it is prudent to conduct a holistic performance measurement system evaluation with frequency that is regular enough to minimize the damage misalignment can cause without being so frequent as to become overly burdensome.
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Built to Sell by John Warrillow highlights the many factors preventing business owners from successfully transitioning away from their companies and how to resolve this situation. All too often, business founders embed themselves within the operational fabric of the company they create; setting it up for failure upon they departure. In his business novel, John defines the business characteristics and operating environment owners must establish in order to later remove themselves from the organization without its subsequent collapse. These include:
offering products and services employees or technologies can deliver in the owner’s absence
specializing in doing one thing better than anyone else
creating a stream of recurring revenue because customers need to repurchase often
Benefits of Using this Reference
StrategyDriven Contributors like Built to Sell because of its actionable insights presented in a easy-to-consume business novel format. Furthermore, we believe John’s principles of creating a successful business apply to enterprises of all sizes, whether public or private.
StrategyDriven Contributors have long warned against the practice of employing ‘working managers.’ (See StrategyDriven Warning Flag – Working Managers.) We feel management is the work of managers and that to focus on other tasks, particularly those that should be performed by subordinates, dilutes the manager’s ability to effectively manage; diminishing overall organizational performance and doing a disservice to both the manager and his/her staff. John’s book, Built to Sell, presents in principle the actions necessary for every manager to remove him/herself from the day-to-day work of the business so to allow him/her to manage. Subsequently, the manager can be replaced. In John’s book, the owner-manager can sell and transition away from the company without its failing. In a corporate setting, the manager can transition via promotion/transfer and the remaining organization continue to operate successfully.
We believe the principles presented in Built to Sell are broadly applicable and the book to be an invaluable read for managers at every organizational level. For its quality and actionable insights, Built to Sell is a StrategyDriven recommended read.
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All organizations are resource limited and it is this limitation that forces executives and managers to become effective at prioritizing the deployment of company assets or risk marketplace failure. This reality places effective resource management at the heart of what it means to be a StrategyDriven organization – the deployment of organizational resources for the optimal achievement of mission goals.
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Maintaining compliance with regulatory requirements, industry guidelines, and organizational commitments is the responsibility of every employee. Compliance typically occurs on a day-to-day basis through the performance of common policies, processes, and procedures. Subsequently, most organizations embed the actions necessary to achieve compliance within their instructional manuals. Ensuring these actions are both followed and remain in place over time is key to a successful compliance program.
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