| Isn't it true that people play differently when you keep | | | | They keep stats on all types of performance (field |
| score? Think back about some kind of competition | | | | goal percentage, batting average, pass completion |
| you have recently been involved in, or anything that | | | | percentage, shots on goal, fairways hit, punches |
| you can choose to keep score/track, or choose not to. | | | | landed, etc...). Almost anything you want to know, they |
| A sales push, softball game, work deadlines, goal | | | | track. Even some of those "far out" stats, like |
| setting, any athletic event, etc... You play the game, or | | | | performance during specific types of weather. Why? |
| perform, differently when records are kept, don't you? | | | | What is the purpose to such detailed record keeping? |
| It seems to be human nature. We all have at least a | | | | Well, it is simply for two major reasons. First, to |
| small amount of competitiveness in us...some of us | | | | measure success. How else would we know just how |
| have boat loads! | | | | good Tiger Woods is, or Michael Jordan was, if we |
| In business, things are no different. Employees act | | | | don't have any way of comparing their performance |
| differently when you measure their performance. You | | | | to other players. We would just be guessing. The |
| want to increase productivity, set up measurements | | | | great teams we think of wouldn't be near as great |
| that push your employees to perform. And perform | | | | without some point of reference. Without keeping |
| they will! | | | | score we wouldn't have those crazy sports fanatics |
| A business without an accounting system in place, is | | | | who find great pleasure in debating over the shoe size |
| like going and playing t-ball with the 5 year olds where | | | | of their favorite athletes. What a shame that would be! |
| no score is kept and everybody is a winner (even if | | | | The second major reason is to improve. I played some |
| the other team really outscores you by 1,000 runs). At | | | | basketball in high school. I loved it! I think the thing I loved |
| least you can look forward to the popsickles after the | | | | the most was knowing, not guessing, that I was getting |
| game. On a side note, I've always wondered how kids | | | | better as the season went on, or as time passed. I had |
| would excel if they always played games this way, | | | | undeniable proof that I had improved! |
| and never had a reason for better performance. | | | | These two reasons are major reasons to have a |
| Anyway, imagining a business being run like this t-ball | | | | good accounting and accountability system in place for |
| team spells DISASTER from the get-go. Without | | | | your business. If we are vague and general in running |
| proper measurements in place, how can a business | | | | our business, we will be vague and general in our |
| know how well it is performing (if it is even making a | | | | results. I'm not promoting that you start asking your |
| profit) and how long they can realistically stay in | | | | clients for their shoe size or body fat percentage. But, |
| business. Things would have to change, or this | | | | tracking their birthdays, anniversaries from when they |
| business would find itself dropping out of the game. | | | | became your client, or other important events, wouldn't |
| Start Keeping Score and Play to Win | | | | be a bad idea. |
| I am a big fan of Zig Ziglar, a popular self-improvement | | | | Be a fanatic for your team...your business. Start |
| guru. He stresses the fact that "we were born to | | | | keeping score, and if you already keep score, analyze |
| win"...all of us were born to win. I believe that I was | | | | your scoring system and see if there are ways you |
| born to win. I was born to be a successful | | | | can improve. There are many good "statisticians" out |
| entrepreneur and a winner of a father and spouse. | | | | there. How does yours measure up? |
| The same success belongs to you...if you really want it. | | | | Remember, "when performance is measured, |
| It takes some work to keep score. I don't know if you | | | | performance improves. When performance is |
| have ever seen what goes into the meticulous job of | | | | measured and reported, the rate of improvement |
| "statisticians," but they are in charge of tracking all | | | | accelerates! |
| sorts of things. Look at a professional sports league. | | | | |