This document summarizes a presentation on defining key performance indicators (KPIs) at the team and individual level. It discusses establishing team goals by considering company metrics, the impact the team can have on metrics, and measuring the team's business cycle. The presentation provides templates and prompts teams to identify outcomes, activities, and effectiveness measures for different stages of the business cycle, including getting leads, making sales, and delivering products or services. The goal is for teams to establish metrics that are aligned with company objectives and measure what is most important for the team's performance.

1. KPI’s Simplified
PRESENTERS:
Ian Mackenzie AND Stephen Lynch

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Set a good example.
Remove distractions.

3. a guide to a
productive
session
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➔ Full participation
➔ Ask for everyone’s point of view
➔ Productive conflict is important
➔ No “group think”
➔ Make a clear decision
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5. everyone commits
to the decision
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6. Process Overview
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➔ Workshop 1: Company Metrics
➔ Workshop 2: Team Metrics
➔ Workshop 3: Individual Metrics

7. Where we Got to Last Week!
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8. Teams? Teams?Teams?Teams?
deliver the
product / service
manage financesget the
lead
1. make the sale2. 3. 4.
Team & Individual KPIs
Teams Have Been Captured!
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9. Team Goals - This Week
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10. Next Week
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11. Slides available at:
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PURPOSE:
Understand a process for defining Team Metrics that align
to Company Metrics and Deliver top performance for the
Team.
OUTCOME:
Team metrics (KPI’s) aligned to Company Metrics (Drivers of
The Company Desired Result). Also identify the Lead
Indicators and whether you cascade them using Child Goals.
Today’s Session
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12. Huge trends changing
management...
Greater Individual Responsibility
Digital Engagement
Gen Y / Millennials
Work from home - flexitime
Radical Transparency
Remote Workforces / Contractors
Globalisation
Increased customer expectations

13. management 2.0
“We are going to have to reinvent management;
the way we lead, we plan, we organise, we hire,
we motivate… because today, organisations
are facing a set of challenges that are truly
unprecedented.”
Dr. Gary Hamel
has arrived

14. SHARED VISION + STRATEGY
your company’s

15. DIGITAL BLUEPRINT
your company’s

16. COMMUNICATION +
COLLABORATION
company-wide

17. the new age of
MEETINGS

18. Everyone knows their ACCOUNTABILITIES

19. Key
Performance
Indicators

20. Slides available at:
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Further Breakdown is required:
KPI Terminology
Company Desired Result:
This is an outcome, often a financial outcome normally
determined by the owner and/or board of directors
Outcome Measure:
The outcome related to an area of performance in the business
Lead Measure:
Measure of performance that influences an outcome measure.
These key drivers are normally activity or effectiveness
related.
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Last Week we Established!
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Why KPI’s are Important

22. futurepeopleperformance
rate of change
growth
profit
cash
freedom
Company Desired
Result?

23. Slides available at:
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Last Week we Established!
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The Challenge with KPI’s

24. THE CHALLENGE WITH KPIs
MEASURE TOO MANY
TEAM AND COMPANY KPIs
NOT ALIGNED
PEOPLE DON’T UNDERSTAND
THE RELEVANCE
PEOPLE PERFORMANCE NOT
INFLUENCED BY THE KPI
“KPI Reality Check”
1. Can you keep them up to date
and live?
2. Power and Leverage, use the
One Thing
3. Relevant and Inspiring?
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25. Welcome to
KPI’s simplified!
PART 2
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26. Establishing Team Goals
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Two Methods
1st - Consider Company Metrics
Which should your team own?
What is the biggest impact your team can have on
these?
2nd - Business Cycle - Best metric to
track your team performance
What are the best lead measures?
Can you involve your team?

27. STEP 1
Slides available at:
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Please take time to update your Team Leaders on:
What the Company Desired Result is.
What you believe the Key Drivers are ie. Your Company
Metrics
Where relevant which Teams will take ownership of the
Company Metric
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Update your Team Leaders

28. Dashboard Template
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29. Teams? Teams?Teams?Teams?
deliver the
product / service
manage finances,
systems & people
get the
lead
1. make the sale2. 3. 4.
Team & Individual KPIs
YOUR COMPANY BUSINESS CYCLE
slides available at:
www.RESULTS.com/slides
social
@RESULTSdotcom
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30. Questions / Answers:
#realKPIs || @RESULTSdotcom
So what part of your
economic engine is the
biggest driver to achieve
the Desired Company Result?
The economic engine
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31. STEP 1
Slides available at:
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Please take time to update your Team Leaders on:
What the Company Desired Result is.
What you believe the Key Drivers are ie. Your Company
Metrics
Where relevant which Teams will take ownership of the
Company Metric
slides available at:
www.RESULTS.com/slides
social
@RESULTSdotcom
#realKPIs
Update your Team Leaders

32. Slides available at:
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Review the Company Metrics.
Do some of these break down into Child Goals?
Potentially if two or more Teams can contribute.
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STEP 2
Establish the Biggest Impact your
Team can have on The Company
Metrics (Business Drivers)

33. Team Contribution - Child Goals
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Be Open to your Team being able to directly impact on
the Company Metrics.
Consider each of the Company Metrics, which one can
your team have a big impact on?
It is possible that not every team can directly impact
on the Company Metrics… that is OK. We will also be
looking at YOUR team performance.
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STEP 2
Establish the Biggest Impact your
Team can have on The Company
Metrics (Business Drivers)

35. ONE
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the
thing!

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which machine will
yield results?

38. Team Contribution - Child Goals
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39. Slides available at:
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Identify the ONE THING, the performance area within
your Team, that impacts on the Company Metric.
Write which Company Metric it relates too.
If you haven’t identified a performance measure related
to Company Metric for your team that is fine.
STEP 2:
In your workbook
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41. Slides available at:
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Review the four parts of the Business Cycle and
capture the key metrics.
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STEP 3:
Ensure we measure the effectiveness
of our Business Cycle

42. Teams? Teams?Teams?Teams?
deliver the
product / service
manage finances,
systems & people
get the
lead
1. make the sale2. 3. 4.
Team & Individual KPIs
YOUR COMPANY’S BUSINESS CYCLE
slides available at:
www.RESULTS.com/slides
social
@RESULTSdotcom
#realKPIs

43. STEP 3 Business Cycle
How do you know when you have a lead?
Questions / Answers:
#realKPIs || @RESULTSdotcom
What is the event that signifies
you have a lead?
What are the criteria that
determine whether it is a qualified
lead?
How can you measure qualified
leads?
Which team should own this metric?
slides available at:
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44. Questions / Answers:
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Outcome
Activity Effectiveness
Outcomes are good, but what are the key
Performance levers?
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46. Questions / Answers:
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Outcome
Activity Effectiveness
Create leads - The Lead Indicators
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47. Questions / Answers:
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No. Demo Requested
# Pay per clicks
# website visits
# Campaigns completed
% who click through
% visitors that request
demonstration
Measure of success for
campaign
Convert leads into sales
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Outcome
Activity Effectiveness

48. Questions / Answers:
#realKPIs || @RESULTSdotcom
What event signifies you
have made a sale?
How are sales best
measured?
Which team should own this
metric?
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STEP 3 Business Cycle
Key measure in making sales?

49. Questions / Answers:
#realKPIs || @RESULTSdotcom
Convert leads into sales - Lead Indicators
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Activity
Outcome
Effectiveness

50. Questions / Answers:
#realKPIs || @RESULTSdotcom
What represents success in
the eyes of customer?
What is key performance
that impacts profit?
Which team should own this
metric?
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STEP 3: Business Cycle
Success of product
/ service delivery?

51. Questions / Answers:
#realKPIs || @RESULTSdotcom
Provide product / service > delight customers
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Activity
Outcome
Effectiveness

52. Step 3: Business Cycle
Managing finance,
systems and People?
Questions / Answers:
#realKPIs || @RESULTSdotcom
What best measures cash
management?
How do you measure
happiness of people?
Which team should own this
metric?
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53. Questions / Answers:
#realKPIs || @RESULTSdotcom
Grow cash & make profit - lead indicators
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Activity
Outcome
Effectiveness

54. Slides available at:
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Review the outcomes from the Business Cycle overview
and identification of Outcome and Lead Indicators.
Capture them on each of the Team metric sheets.
STEP 4:
In your workbook
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55. Team Metrics - Master Sheet
Enter Team Name = performance
thresholds
If applicable, Company Metric
this measure impacts
KPI Measure Create Child
goals?
Person
Accountable
Measurement
Frequency
<80%
target
80%
target
on
target
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56. the tropical
island test
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57. Imagine
You’re on an extended holiday in the
tropics...all you can access is your
Results.com Dashboard. You can only view
3 performance metrics.
SO, if the KPIs are:
● GREEN: you can go back to sunbathing
● YELLOW: you need to ring the office
to see what is going on
● RED: you need to cut your holiday
short and return home
What would those numbers be?
Are they on your Master Sheet
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58. Conclusion and Homework
Questions / Answers:
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Questions
Next Group Session
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59. Next Week
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60. Team Manager Metrics - Master Sheet
Enter Team Manager Name = performance
thresholds
If applicable, Company Metric
this measure impacts
KPI Measure Child goal
Yes/no?
Person
Accountable
Measurement
Frequency
<80%
target
80%
target
on
target
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61. Questions / Answers:
#realKPIs || @RESULTSdotcom
Next Group Session
11am Wed 30th July
8.30am Fri 1st August
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