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The Executioner's Tale

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Making things happen with OKRs!

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The Executioner's Tale

  1. BETTER EXECUTION Makes dreams happen @cwodtke www.cwodtke.com
  2. hi
  3. I have worked many great places and done many impossible things. Along the way, I have learned important lessons I’m here to share, including…
  4. Don’t get sued
  5. Once upon a time there was a start-up.
  6. Hanna
  7. Jack
  8. (because no one is dumb enough to start a company with their own money, right?)
  9. Restaurant Suppliers
  10. Restaurant Suppliers? Hell no Let’s talk to Jim
  11. JimLet me tell you a story
  12. “I looked out the window at the Ferris wheel of the Great America amusement park revolving in the distance, then I turned back to Gordon and I asked, “If we got kicked out and the board brought in a new CEO, what do you think he would do?”
  13. Gordon answered without hesitation, “He would get us out of memories.”
  14. “Why shouldn’t you and I walk out the door, come back and do it ourselves?” Andy Grove
  15. Jim “let’s pretend we’ve already decided”
  16. Hire a sales guy? Change the website… Hire a sales team.
  17. Restaurant Suppliers! Restaurant Suppliers!
  18. But wait, there’s more!
  19. OKRs Objectives and Key Results
  20. OKRs Objectives Key results
  21. OKRs O: Dream KR: Success criteria
  22. “Google did more than adopt it,” says Doerr. “They embraced it.” OKRs became an essential component of Google culture. Every employee had to set, and then get approval for, quarterly OKRs and annual OKRs.”
  23. OKRs O: Qualitative Shoot for the moon dream
  24. Objective: Establish epic value to Restaurant Suppliers as the best tea provider
  25. OKRs KR: Quantitative “How do we know we met the objective?
  26. KR: Reorders at 85% KR: 20% of reorders self-serve KR: Revenue of 250K
  27. Objective: Build an effective sales team AND Objective: Build a responsive customer service approach
  28. Objective: Build an effective sales team AND Objective: Build a responsive customer service approach
  29. Your turn! Objective: KR KR KR
  30. OKR Test Does it take a full quarter to achieve? Is it really hard? 50% Confidence?
  31. Credit: http://wklondon.typepad.com/Team reluctantly agrees Hell no
  32. Credit: http://wklondon.typepad.com/Team Wiffed ALL
  33. I want you to meet…
  34. Raphael
  35. You’re doing it WRONG
  36. CADENCE
  37. Commitment Mondays are for promises Fridays are for winners
  38. Objective: Establish clear value to distributers as a quality tea provider KR: Reorders at 85% 5/10 KR: 20% of reorders self-serve 5/10 KR: Revenue of 250K 5/10 Key Risk Factors: Need new self-serve system up in first month Priorities this week Next 4 weeks - Projects OKR Confidence Team Health: Distributor satisfaction Health: Health Yellow P1 P1 P1 Green Close deal with TLM Foods Team struggling with direction change 3 solid sales candidates in for interview Passive reorder notifications New self serve flow for distributors Metrics for distributors on tea sales Hire Customer service head New Order flow Spec’d
  39. Objective: Establish clear value to distributers as a quality tea provider KR: Reorders at 85% 5/10 KR: 20% of reorders self-serve 5/10 KR: Revenue of 250K 5/10 Key Risk Factors: Need new self-serve system up in first month Priorities this week Next 4 weeks - Projects OKR Confidence Team Health: Distributor satisfaction Health: Org Health Yellow P1 P1 P1 Green Close deal with TLM Foods Team struggling with direction change 3 solid sales candidates in for interview Passive reorder notifications New self serve flow for distributors Metrics for distributors on tea sales Hire Customer service head New Order flow Spec’d Commitmen t!
  40. Objective: Establish clear value to distributers as a quality tea provider KR: Reorders at 85% 5/10 KR: 20% of reorders self-serve 5/10 KR: Revenue of 250K 5/10 Key Risk Factors: Need new self-serve system up in first month Priorities this week Next 4 weeks - Projects OKR Confidence Team Health: Distributor satisfaction Health: Org Health Yellow P1 P1 P1 Green Close deal with TLM Foods Team struggling with direction change 3 solid sales candidates in for interview Passive reorder notifications New self serve flow for distributors Metrics for distributors on tea sales Hire Customer service head New Order flow Spec’d Commitmen t! Heads up!
  41. Objective: Establish clear value to distributers as a quality tea provider KR: Reorders at 85% 5/10 KR: 20% of reorders self-serve 5/10 KR: Revenue of 250K 5/10 Key Risk Factors: Need new self-serve system up in first month Priorities this week Next 4 weeks - Projects OKR Confidence Team Health: Distributor satisfaction Health: Org Health Yellow P1 P1 P1 Green Close deal with TLM Foods Team struggling with direction change 3 solid sales candidates in for interview Passive reorder notifications New self serve flow for distributors Metrics for distributors on tea sales Hire Customer service head New Order flow Spec’d Commitmen t! Heads up! Discussion & Support!
  42. Objective: Establish clear value to distributers as a quality tea provider KR: Reorders at 85% 5/10 KR: 20% of reorders self-serve 5/10 KR: Revenue of 250K 5/10 Key Risk Factors: Need new self-serve system up in first month Priorities this week Next 4 weeks - Projects OKR Confidence Team Health: Distributor satisfaction Health: Org Health Yellow P1 P1 P1 Green Close deal with TLM Foods Team struggling with direction change 3 solid sales candidates in for interview Passive reorder notifications New self serve flow for distributors Metrics for distributors on tea sales Hire Customer service head New Order flow Spec’d Commitmen t! Heads up! Discussion & Support! Protect what matters
  43. DEDICATI ON TO YOUR GOALS TO YOUR TEAM
  44. Fridays are for Wins & Wine (or beer)
  45. Engineering demos
  46. Engineering demos Design demos
  47. Engineering demos Design demos Sales & Bizdev shares wins
  48. Engineering demos Design demos Sales & Bizdev shares wins Beer
  49. Everybody needs bragging time •Motivates team to have something to share •Makes you feel like part of something special •Show progress
  50. Credit: http://wklondon.typepad.com/Back to the Team We’re doomed
  51. You didn't make your OKRs…
  52. Credit: http://wklondon.typepad.com/ "I don't think we're marketing right" "We had to deal with wrong orders and late deliveries to Los Gatos" "We didn't hire a second salesperson!" "We had some problems with the performance of the site"
  53. It’s OK. We’re trying again… One OKR for quarter
  54. It’s OK. We’re trying again… Weekly check-ins One OKR for quarter
  55. It’s OK. We’re trying again… Friday Celebrations One OKR for quarter Weekly check-ins
  56. Team made 2 of 3 KRs!
  57. Metrics are growing!
  58. Series A
  59. Happily ever after?
  60. BUT WAIT THERE’S MORE
  61. GOODBYE RATRACE
  62. OBJECTIVE: BE FINANCIALLY STABLE, PRESERVE HEALTH DO WORK I LIKE.
  63. KR: EARN 30K OVER THREE MONTHS DOING WORK I’D DO EVEN IF I WASN’T PAID
  64. KR: HAVE A MANAGEABLE BUDGET TO PREDICT EXPANSES
  65. KR: ZERO ACID REFLUX, ZERO BACK PAIN
  66. HELLO, DREAMLIFE
  67. Thank You @cwodtke www.cwodtke.com I coach teams and individuals to make dreams into realities. New Book coming soon! Get notified at alerts.theexecutionerstale.com
  68. Tips on OKRS • Set only 1 OKR for the company, unless you have multiple business lines. It’s about focus. • OKRs are not the only thing you do, they are the one thing you must do. Expect people to keep the ship running • Give yourself 3 months for an OKR. How bold is it if you can do it in a week? • Keep the metrics out of the objective. The objective is inspirational. • In the weekly check in, open with company OKR then do groups • OKRs cascade; set company OKRs, then groups/roles, and then individual’s. • Weekly OKR check in is a conversation. Be sure to discuss change in confidence, health metrics and priorities • Encourage employees to suggest company OKRs. • Friday celebrations is an antidote to Monday’s grim business. Keep it upbeat! Learn more: http://www.eleganthack.com/the-art-of-the-okr/
  69. Thanks to my awesome students in my Designer as Founder class. Especially An, Justin, and Jack for their lead roles. They were paid in pizza, just like a real startup. As Harry Max for not suing me when I use his picture.

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