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“If you cannot measure it, you cannot achieve it.” 

We want things under control. We need to have sorted things in our lives. 

When I was a kid, I used to have a planner where I would write about the things that I had to do in a day.

It was easy. Things used to be sorted.

Isn’t it what we want?

A sorted life, be it personal or professional?

Let me share a story with you. I met the CEO of a renowned company in an audit. He told me that he has a sales team of 200 people. He was confused because he didn’t know if he needed those 200 salespeople. 

He told me, “Kulbhushan, I don’t know if I need 200 people for the sales. My HR team told me that having more people will generate more leads, but I am not sure about it.”

I asked him, “How many leads did his team generate, or how many calls they make?” 

And his response shocked me. 

He told me that he doesn’t know. 

I was very sad to hear him saying that because companies who don’t maintain data, who work on their gut basis, are in danger. 

We calculated and analyzed everything for the CEO friend of mine, and we got to know that the sales team was making only five calls a day per person. 

I believe you all know how horrific this number is. They weren’t calling more people, and therefore they weren’t able to generate leads. 

In such situations where you keep putting efforts, trying hard, with all the determination, but in the wrong direction, it is obvious that you won’t get the result you wanted. 

Doing the same thing over and over again and expecting a different result is foolish. 

But what can be done in such situations? How can the CEO fix this problem?

The CEO doesn’t have to do anything; they just have to leave it all on the data management system, informing him about the progress and analytics of the work done based on real-time insights.

I helped my friend set up the CRM for the sales team and guess what, the effectiveness and productivity of his team increased because he was able to see who is doing what and who is performing better. 

Data is the biggest asset a CEO can have. It helps him understand his company’s situation, the effectiveness, the productivity, who is performing better, and who is not performing at all. Based on all this, the CEO can make decisions easily. 

Don’t play in the danger zone. Times are changing, and you need to change with it as well. You need to understand that if you don’t change your ways, or adopt new things quickly, then you might fail. 

Think wisely and make the right decision, and I am always there to help. Feel free to connect and contact me.