Recently we were lucky enough to have Mike Matthews from Twisted Thinking speak at a customer-facing lunch at our offices. As Mike says, “Your results are simply the outcomes of something that happened in the past. And you can’t manage the past. You can only manage the present.” And when you talk specifically about Revenue vs Margin, there are a number of leading behaviours, leaning indicators, and lagging results.
Champion teams know how the game is played, know what the game plan is, and have the behaviours, outcomes and results mapped out in advance. If you focus on leading indicators – execution behaviour and the required outcome – then coach to get it right every time, you’ll start a cascade of results. Your behaviour changes the customer behaviour which changes the results.
As Mike says, “If you want to change your results, you have to change your behaviour – and that means getting very, very clear on what good looks like”.
If you’d like a copy of Mike’s presentation which will give you exact examples of how to achieve this across revenue or margin, or if you’d like to go on our mailing list to know of our future events or thought leadership, email us.