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. 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
A recent message I received said only: “Janet?”
No context. No greeting. No clarity. Twice — from a seasoned sales pro.
As a RevOps leader and CustomerCentric Selling® (CCS) educator, I see this often. Sales is about connection. RevOps ensures those connections are clear, respectful, and valuable.
In CCS, effective communication is rooted in:
🌿 Respect
🌿 Relevance
🌿 Clarity
🌿 Value
A vague follow-up shifts the burden to the recipient — that’s self-centric, not customer-centric.
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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 changing education, but not always for the better. In my classrooms, students who rely heavily on AI often struggle when asked to think independently. As AWS CEO Matt Garman recently noted, critical thinking is the most essential skill in the AI age. I’m redesigning my courses to help students build that skill because in a world full of smart tools, it’s thoughtful humans who will lead.