If you’re not happy with where you are, you commit to change, right? But where are you putting your commitment?
Are you committing to the results or to the changes that get you to the results?
A wise sales director once told his team,
Be accountable to the plan, not the results.”
In order to meet profit and revenue objectives (or weight loss, or sales goals or anything you aspire to achieve), you’ve got to set those objectives and then measure the Delta—that gap between the current reality and the desired outcome—and devise a strategy to reach the objective.
Take out any anomalies and or the extreme high/low:
LY Annual Sales Calculation
Revenue Objective: Annual Sales Calculation
Assuming margins remain neutral, not applying scalability:
Once you identify what the incremental change looks like, look first for the easiest levers to pull—identify the easiest places to affect those incremental changes. Think—smarter, not harder. Not more sales, more customers, but can you start with your existing customers, assets or resource base.
This is your starting point. Use existing assets and resources to start closing the gap on the Delta to achieve your objectives.