The focus of Dr Claire El Mouden's talk at our Passle Hero Academy next month is why KPIs don't work.
This struck a particular nerve with me (and I'm sure will with many sales professionals). In most of my previous jobs, my entire working day was measured - money, phone calls, meetings.. I could go on. For some people this is ideal and gives them structure. However for others it restricts creativity, reduces adaptability to clients and can in some instances reward the wrong behaviour.
We are seeing more and more companies, with Netflix leading the way, building their companies around great people, transparency and trust in their employee's choices.
No wonder they are doing so well!
Rules Take Away Choices First, as my friend and mentor Bill Erickson frequently said, “Every rule takes away the opportunity to make a choice.” The fewer choices employees have—the fewer the times they get to use their own judgment—the more they’ll think it’s your company, and not their company. As more and more of the job is dictated by processes and policies, employees will feel less and less ownership over their own work, and their emotional commitment (i.e., engagement) decreases.