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Large
businesses are masters at measuring. Properly designed
measurements help management teams to make strategic
decisions using information rather than intuition.
The larger the business, the more likely measurements
are being taken on a regular basis. Regardless of
size, all businesses should be measuring themselves
regularly over time.
"Regardless
of size, all businesses should be measuring themselves
regularly over time."
Having spent 20 years working with more than 250 direct
selling companies, I have observed that while there
are similarities, each company measures itself differently.
The number of measurements and the sophistication
of its measurement increases as a company grows.
Some companies use a single consolidated report listing
their most important measurements, while others use
a bevy of reports. Many publish a standardized set
of measurements numbers companywide, while some produce
different reports specifically for each high level
manager.
For most direct selling businesses, the commission
period is a calendar month and the calendar month
is also a common measure of time for key operating
indicators.
What do the best companies measure?
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