Don’t Boil the Ocean: Why Simplicity Wins When It Comes to Metrics, KPIs, and OKRs

Tracking too many metrics leads to confusion and inefficiency. Instead, focus on a few meaningful KPIs and OKRs that align with strategy, drive action, and are easy to understand. Use a simple framework, four metrics each at the company, department, and individual levels, to maintain clarity and accountability.

Key advice:

• Choose metrics tied to goals.

• Keep KPIs simple and actionable.

• Use OKRs to define success and drive outcomes.

• Avoid overlapping systems like MBOs.

• Stay agile; adapt metrics as priorities shift.

Bottom line: Simplicity isn’t a shortcut—it’s a strategic advantage.

OKRs: Strategy with Teeth. Why High-Performing Leaders Use Objectives and Key Results to Drive Real Impact.

In OKRs: Strategy with Teeth, Janet Bumstead and Mark Dailey present a compelling case for using Objectives and Key Results (OKRs) as a strategic framework to drive clarity, alignment, and measurable impact across organizations. Far from being a trendy management tool, OKRs help leaders translate vision into action by setting bold objectives and tracking progress through specific, outcome-focused key results. The article outlines practical steps for successful implementation from starting small, securing buy-in, and prioritizing ruthlessly, while also warning against common pitfalls like confusing OKRs with KPIs or treating them as task lists. With real-world examples and department-specific OKRs, the authors show how this approach can transform strategy from static plans into dynamic execution.

KPI’s: The Executive Compass. Why Strategic Leaders Don’t Just Measure, They Navigate

In “KPIs: The Executive’s Compass,” Janet Bumstead and Mark Dailey argue that Key Performance Indicators (KPIs) are not just metrics—they’re strategic tools that help executives navigate complexity, align teams, and drive meaningful results. The article distinguishes KPIs from general metrics, emphasizing their role in measuring impact, guiding decisions, and linking daily actions to strategic goals. It outlines best practices for selecting, reviewing, and managing KPIs across organizational levels, and warns against common pitfalls like data overload and misalignment. Ultimately, KPIs are presented as leadership levers that foster clarity, agility, and accountability.

Making Metrics Matter - Choosing the Right Numbers to Drive Strategic Impact

Metrics matter most when they’re tied to strategy, not just tracked for reporting. In Making Metrics Matter, Janet Bumstead and Mark Dailey argue that metrics, especially KPIs, should serve as strategic tools that drive clarity, accountability, and performance across an organization. They outline a practical framework for selecting SMART metrics, aligning them with business goals, and embedding them into decision-making processes. The article emphasizes simplicity, relevance, and team involvement, while cautioning against common pitfalls like over-measuring or relying solely on numbers. Ultimately, metrics should illuminate where you are and guide where you’re headed.

Forecast or Fantasy? Why Real Planning Starts with Real Numbers (and a Reality Check on “Happy Ears”)

In Forecast or Fantasy?, Mark Dailey and I emphasize that real strategic planning starts with real numbers—not wishful thinking. As a RevOps strategist, I’ve seen how aligning finance and sales around grounded revenue targets can transform execution. Optimism is great, but it needs a reality check—especially when “happy ears” inflate forecasts. When working with companies, Mark and I encourage leaders to learn from past wins and failures, focus on the offerings that truly drive growth, and set SMART goals that bring clarity and accountability. Planning with purpose means turning vision into measurable results—and the best time to start is now.

Let’s Talk About Follow-up Etiquette

I recently received a follow-up message that simply said: “Janet?”

No context.  No greeting.  No indication of what the sender was referring to. 

And this happened twice.  From the same person.  A seasoned sales professional, someone I had already exchanged messages with.

As someone who has spent their career leading Revenue Operations (RevOps) transformations, I see this kind of miscommunication misstep far too often.  I’m also a Certified CustomerCentric Selling® (CCS) Business Partners, and I teach the CCS methodology  as part of the Sales Minor at The Jack Welch School of Business at Sacred Heart University. 

Sales isn’t just my profession, its my lens for understanding how businesses grow and how people connect.

Effective communication is rooted in: respect, relevance, clarity, value.

A good follow-up should:

✅ Reference the prior interaction.  Remind the recipient of the context.
✅ State your intent clearly.  What are you asking for, and why?
✅ Offer value .  How does your message help move the conversation forward?
✅ Be courteous.  Respect the recipient’s time and attention.

A vague message like “Janet?” puts the burden on the recipient to decode your intent.  That’s not customer-centric, it’s self-centric.  And in RevOps, we know that friction like this can derail pipeline velocity and erode trust.

Now, contrast that with a student who emailed me this week asking to be let into a fully registered class. Their message included: 

-       A clear purpose

-       A specific ask

-       A thoughtful explanation of why

-       And above all, genuine courtesy

Even though I couldn’t accommodate the request, the student’s approach demonstrated maturity, professionalism and respect.  Everything that we aim to teach through CCS and everything RevOps strives to operationalize across the buyer journey.

Let’s raise the bar.  Follow-ups should build trust, not erode it.

Why Students Must Reclaim Their Thinking in the Age of AI

AI is transforming how we learn, work, and communicate.  But it’s also quietly reshaping how students approach their education.  In a recent CNBC interview, Amazon Web Services CEO Matt Garman named critical thinking as the most important skill for success in the AI age.  He even advised his own teenager to prioritize it above all else in college.  As someone who teaches Consumer Insights, Professional Sales and Sales Leadership, and regularly evaluates student work, I’ve seen why this advice is more urgent than ever.

What I See in My Classrooms

Last spring, I asked students to complete part of their final exams using only paper and pen.  No laptops, no AI tools, no internet. The results were telling. Many students who had performed well throughout the semester, and on the online portion of the final, struggled to articulate their ideas without assistance or complete math-based questions. Their writing lacked structure, their arguments were underdeveloped, and their confidence visibly faltered.

This wasn’t a lack of intelligence, but rather a lack of practice.  These students had become so accustomed to using AI to brainstorm, online, and even write their assignments and papers, that they hadn’t built the mental stamina to do it themselves.  The final exams revealed a gap not in knowledge, but in thinking.

Common Misperceptions About AI Use

Students often believe that using AI makes them more efficient.  And it can.  But efficiency without understanding is hollow.  Here are a few misconceptions I frequently encounter:

“AI helps me learn faster”.  AI often replaces the learning process.  When students use it to summarize readings or generate answers, they skip the critical step of grappling with the material themselves.

“If the AI tool gives me the right answer, I must understand it”.  Understanding isn’t just about having the answer.  It’s about knowing why it’s right, how it connects to other ideas, and when it might not apply.

“Everyone uses AI, so it’s fine”.  AI is a tool, not a shortcut.  Employers and educators are increasingly looking for people who can think independently, not just follow prompts.

How I am Building Critical Thinking in my Classroom

Throughout my teaching career, I’ve used the following strategies to help students develop critical thinking:

1.     Analyzing Real-World Cases.  I incorporate real-world examples and partner with local businesses to give students hands-on experience. By digging into actual data and interacting with professionals, students learn to spot patterns and think strategically.

2.     Challenge Assumptions.  On day one, I introduce the “Rules of Engagement” and encourage students to question what they read, hear, and even believe. Critical thinking thrives when students learn to identify bias, evaluate evidence, and consider alternatives.  We all bring different experiences and perspectives; we should be open to considering different options and challenge our own assumptions.

3.     Conducting Class Debriefs.  After activities, I ask students what worked, what could be improved, and whether the exercise clarified or complicated the topic. These debriefs give me insight into how students are processing the experience.

4.     Using Role-Playing Scenarios.  In my Professional Sales and Sales Leadership courses, role-playing is essential. It builds empathy, challenges assumptions, and forces students to think strategically and apply their learning.

5.     Implementing Peer and Self Assessments.  Students evaluate their own and their peers’ contributions using structured forms that assess reasoning, engagement, and collaboration.

What I’m Adding This Fall

As I redesign my Fall 2025 courses, I’m expanding my approach to include:

1.     Post-Activity Reflections. Students will handwrite brief reflections after each group activity, focusing on what they learned, what perspectives shifted, and what challenged them. This will help me gauge their metacognitive awareness and depth of engagement.

2.     Case Study Debates.  Students will work in small groups to analyze real-world case studies drawn from recent news and present solutions, followed by a class-wide debate. This will encourage evidence-based reasoning and exposure to diverse viewpoints.

3.        Fishbowl Discussions.  Small groups will discuss assigned topics in the center of the room while others observe. Observers will then critique the reasoning and offer alternative perspectives, promoting active listening and respectful critique.

A New Kind of Literacy

In the AI age, literacy isn’t just about reading and writing.  It’s about reasoning.  Students must learn to use AI responsibly, but more importantly, they must learn to think independently.  As Garman noted, the ability to evaluate ideas and adapt to change will be more valuable than any single technical skill.

Let’s help students reclaim their thinking.  Let’s design classrooms that challenge them to reflect, reason and wrestle with complexity.  Because in a world full of smart machines, it’s the thoughtful humans who will lead.

What's Behind You Matters - The Power of Your Video Background

Podcast in a home bar!

This is a reminder that what’s behind you matters.  And it came to the forefront of my attention today while watching a podcast.  One of the participants was sitting in their home bar, surrounded by bottles of alcohol.  It was hard to focus on what they were saying because their background was saying something entirely different.  In a world where so much of our communication happens virtually, these details matter more than ever.

We have all experienced it. You join a video call or podcast, ready to engage, but your attention keeps drifting—not to the speaker, but to what is behind them. Maybe it is an unmade bed, a cluttered kitchen, or even a fully stocked home bar. Sometimes it is the camera angle, pointing straight at the ceiling or directly up someone’s nose. Other times, it is the attire—or lack of it. Pajamas, workout gear, or even less than that. I continue to be amazed by what I see, and I say this with care and curiosity, not judgment.  And its not just with my students… I see this in the business world too.

This is just a friendly reminder: what is behind you matters. Your background, your setup, and your presence all contribute to how you are perceived. And whether you are a student, a professional, or a guest on a podcast, showing up with intention makes all the difference.

Why Your Background Matters

Your video background is a visual extension of your personal brand. It can either support your credibility or quietly chip away at it. During the pandemic, when we all shifted to remote learning and working, I witnessed a wide range of virtual missteps. I saw students in pajamas under the covers, professionals taking calls in front of open closets, housemates tossing footballs in the background, and just recently, someone recording a podcast with bottles of alcohol clearly in view.  These moments were not just awkward.  They were missed opportunities to show up with intention.

Having worked remotely primarily since 2009, and almost exclusively since 2014, I was already familiar with the nuances of virtual presence when the pandemic hit.  I quickly created videos for both my NYU graduate students, and my SHU Students (and the larger SHU student population) to help them navigate remote work and remote learning.  One of the key messages I emphasized then, and continue to emphasize now, is what’s behind you matters.  Your background is not just a backdrop; its part of your professional identity.

Common Background Mistakes to Avoid

Here are a few things I always coach my students to watch for:

·       Alcohol in the frame.  Sitting in front of a home bar may seem casual, but it can send a message in professional or academic settings.

·       Unmade beds.  If your bedroom is your workspace, make the bed and keep it tidy—or use a virtual background.

·       Open closet doors.  These can be distracting and suggest a lack of organization. Close them, or better yet, use a background.

·       Backlighting from windows.  Sitting with a window behind you can make your face appear shadowed or washing out.  Always face the light instead.

·       Cluttered or busy backgrounds.  Keep it simple.  A clean wall, a plant, or a nearly arranged bookshelf can go a long way.

Tips for a Professional Video Presence

·       Use a virtual background if your space is not ideal, but make sure it is not glitchy or distracting.

·       Check your framing.  Your head and shoulders should be centered with a bit of space above your head.

·       Dress the part.  Even if you are at home, dress as if you are showing up in person.

·       Test your setup.  Do a quick check before going live.  What is in the frame?  How is the lighting? Is your camera at eye level?

Presence is a Practice

Presence is not just about what you say.  It is about how you show up.  In a digital world, your background is part of your message.  Whether you are leading a team, recording a podcast, or attending a virtual class, take a moment to curate your space.  It shows respect for your audience and for yourself.

Each semester, I remind my students that how you show up, both on screen and in person, truly matters. And I believe it’s a good reminder for the business world to.  Your presence communicates something before you even speak. That is why I emphasize the importance of being intentional and authentic in how you present yourself.  Because showing up with purpose is not just a skill—it is a mindset.This is a reminder that what’s behind you matters.  And it came to the forefront of my attention today while watching a podcast.  One of the participants was sitting in their home bar, surrounded by bottles of alcohol.  It was hard to focus on what they were saying because their background was saying something entirely different.  In a world where so much of our communication happens virtually, these details matter more than ever.

We have all experienced it. You join a video call or podcast, ready to engage, but your attention keeps drifting—not to the speaker, but to what is behind them. Maybe it is an unmade bed, a cluttered kitchen, or even a fully stocked home bar. Sometimes it is the camera angle, pointing straight at the ceiling or directly up someone’s nose. Other times, it is the attire—or lack of it. Pajamas, workout gear, or even less than that. I continue to be amazed by what I see, and I say this with care and curiosity, not judgment.  And its not just with my students… I see this in the business world too.

This is just a friendly reminder: what is behind you matters. Your background, your setup, and your presence all contribute to how you are perceived. And whether you are a student, a professional, or a guest on a podcast, showing up with intention makes all the difference.

Why Your Background Matters

Your video background is a visual extension of your personal brand. It can either support your credibility or quietly chip away at it. During the pandemic, when we all shifted to remote learning and working, I witnessed a wide range of virtual missteps. I saw students in pajamas under the covers, professionals taking calls in front of open closets, housemates tossing footballs in the background, and just recently, someone recording a podcast with bottles of alcohol clearly in view.  These moments were not just awkward.  They were missed opportunities to show up with intention.

Having worked remotely primarily since 2009, and almost exclusively since 2014, I was already familiar with the nuances of virtual presence when the pandemic hit.  I quickly created videos for both my NYU graduate students, and my SHU Students (and the larger SHU student population) to help them navigate remote work and remote learning.  One of the key messages I emphasized then, and continue to emphasize now, is what’s behind you matters.  Your background is not just a backdrop; its part of your professional identity.

Common Background Mistakes to Avoid

Here are a few things I always coach my students to watch for:

·       Alcohol in the frame.  Sitting in front of a home bar may seem casual, but it can send a message in professional or academic settings.

·       Unmade beds.  If your bedroom is your workspace, make the bed and keep it tidy—or use a virtual background.

·       Open closet doors.  These can be distracting and suggest a lack of organization. Close them, or better yet, use a background.

·       Backlighting from windows.  Sitting with a window behind you can make your face appear shadowed or washing out.  Always face the light instead.

·       Cluttered or busy backgrounds.  Keep it simple.  A clean wall, a plant, or a nearly arranged bookshelf can go a long way.

Tips for a Professional Video Presence

·       Use a virtual background if your space is not ideal, but make sure it is not glitchy or distracting.

·       Check your framing.  Your head and shoulders should be centered with a bit of space above your head.

·       Dress the part.  Even if you are at home, dress as if you are showing up in person.

·       Test your setup.  Do a quick check before going live.  What is in the frame?  How is the lighting? Is your camera at eye level?

Presence is a Practice

Presence is not just about what you say.  It is about how you show up.  In a digital world, your background is part of your message.  Whether you are leading a team, recording a podcast, or attending a virtual class, take a moment to curate your space.  It shows respect for your audience and for yourself.

Each semester, I remind my students that how you show up, both on screen and in person, truly matters. And I believe it’s a good reminder for the business world to.  Your presence communicates something before you even speak. That is why I emphasize the importance of being intentional and authentic in how you present yourself.  Because showing up with purpose is not just a skill—it is a mindset.

Buzzwords… OKRs, KPIs, Metrics? Why Clarity Beats Jargon When it Comes to Growth

Too often, leadership teams chase numbers without clarity, or strategy. In our latest article, co-authored by Janet Bumstead of Enroot Strategies and Mark Dailey of Newport LLC, we unpack the real value behind OKRs, KPIs, and metrics, and how to use them to drive alignment, accountability, and growth.

If your team is setting goals without a clear “why,” this is a must-read.

Opinions vs Data - Why smart decisions start with facts (and a little perspective)

In a world full of strong opinions, we explore how combining data, insight, and critical thinking leads to better outcomes, whether in leadership, HR, product, or marketing.

What Does Good Look Like?

In a world full of strong opinions, its data, clear, objective, and aligned with strategy, that separates good intentions from great outcomes. Whether you’re leading a startup or scaling a mature business, this piece dives into:

• Why “better than last year” isn’t always good enough

• How data defines reality and drives accountability

• What investors and buyers really want to see

• Why working on the business is just as critical as working in it

Startup Verticals and Seed Funding Trends

When considering developing a startup, market opportunity and financing should be done early-on. This video outlines trends in seed financing for startups by sector from 2010-2018.

Why the Name Enroot?

Many people ask, why the name Enroot?

Who is Enroot Strategies?

Who is Enroot Strategies, and what do we do? Watch the first of several videos on Enroot and Sales and Marketing Effectiveness.