LSA Global Insights Newsletter: Leadership

Showing posts with label Leadership. Show all posts

July 27, 2024

Top 10 Steps to Better Design Strategy Success Metrics

Top 10 Steps to Better Design Strategy Success Metrics

Are You Measuring and Rewarding The Right Stuff?

Workplace metrics impact workplace behaviors and performance. Strategic buy-in and strategy execution hinges on the ability to measure success accurately and transparently. Designing the right strategy success metrics can mean the difference between a leadership team collectively steering toward its strategic targets and veering off course.

Designed properly, metrics provide clear direction, motivation, and accountability. Designed poorly, they can lead to unwanted behaviors, misaligned actions, and unhealthy cultures.

Consider the infamous example of Wells Fargo.

Wells Fargo: Strategy Success Metrics Gone Bad

To best implement their customer growth strategy, executives identified metrics linked to cross-sales to customers to measure performance. Makes sense right? Satisfied customers should buy more products and services.

Unfortunately, the obsession with the success metric (and the associated rewards for achieving it), caused the sales force to lose sight of the strategic intent to build long-term and mutually beneficial customer relationships.

Wells Fargo opened 3.5 million deposit and credit card accounts without their customers’ consent to meet aggressive targets. And, in turn, severely damaged the long-term relationships that the bank strategically sought in the first place.

They were fined hundreds of millions of dollars, damaged customer relationships, and sullied their brand. In hindsight, it is easy to see that “cross-selling” by itself was not the best or only of way to measure and align with building long-term and mutually beneficial customer relationships.

There is a better way to align metrics with strategies.

Read the 10 Research-Backed Steps to Better Design Strategy Success Metrics

VOICE OF THE CUSTOMER

Dr. Raphael B. Merriman M.D
Medical Director, Liver Transplantation

Sutter Health

"The strategy and alignment work with our leadership team was absolutely transformational.

The decisions we made combined with the transparency, communication, and accountability were exactly what we needed.

Thank you!"

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April 27, 2024

Proven Strategies for Executive Teams to Stay Aligned

Is Your Executive Team Struggling to Stay Aligned?

We know from organizational alignment research that strategic clarity accounts for 31% of the difference between high and low performing companies in terms of revenue growth, profitability, customer loyalty, leadership effectiveness, and employee engagement.

We also know that even the most coherent strategic plans often do not get fully implemented. That is why strategies for executive teams to stay aligned are paramount.

What Happens to Strategies When Executive Teams Do Not Stay Aligned?

Successfully designing and executing a company strategy is not easy. Strategies for executive teams to stay aligned matter because misaligned executive teams create misaligned strategies that erode and sabotage strategy execution.

Here is some startling research on the challenge of strategy execution:

60% of employees rated their companies weak at strategy execution.

74% of executives don’t have faith that their company’s strategies will succeed.

Non-executive team members find their company’s strategy 50% less clear than their boss.

To Succeed, Things Must Change

Explicit mechanisms can help leadership teams navigate through complexities with confidence, resilience, and unwavering alignment.

Read 3 Proven Strategies for Executive Teams to Stay Aligned

VOICE OF THE CUSTOMER

Allen Henderson

Director, Biochemistry

Impossible Foods

"An excellent strategy session and a great use of everyone’s time.

Thank you for your evident preparation and for keeping the conversation focused and moving forward on what mattered most.

Exactly what our executive leadership team needed to all get on the same page and make some tough decisions."

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Toolkits for Leaders

Proven tools for leaders to boost performance

Get Toolkit Now

Proven tools for strategy design and implementation

About LSA Global

Get Aligned. Stay Aligned.™

February 24, 2024

Top Pressures Faced by Sales Managers

Pressures Faced by Sales Managers Are Unique to Their Role

A sales leader’s average tenure is less than two years, which is far shorter than the tenure of most other managers.

Why is this?

We know it’s partly because salespeople are promoted into management positions without adequate sales management training or experience to handle sales leadership.

Sales leaders are uniquely accountable for leading, managing, and coaching their teams (just like all other new managers) PLUS meeting revenue targets, perhaps the most important and pressure-filled success metric of any organization..

Not an easy task.

The Top 4 Sales Leadership Pressures that Must Be Overcome

We know from leadership simulation assessment data that sales managers face consistent and visible pressure in four areas that must be addressed in order to succeed.

How do your sales leaders and managers stack up?

Read the 4 Pressures and How to Handle Them

VOICE OF THE CUSTOMER

Kim Chaumillon
VP Global Talent Management Trimble, Inc.

"Originally, we launched a RFP to identify a solution selling and sales management training program provider to improve the skills of the sales teams in our global distributor network.

LSA Global challenged our thought process and helped us focus on the systemic factors that create a high performance sales environment first, before we focused on the more symptomatic needs of sales leadership skills training.

Their strategic approach and sales leadership programs are top notch."

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