That is a good question. We would ask another question. How did ever achieved them?
In our audits, we frequently find management systems that define a specific objective (it's even measurable) but in the end of the measuring period this objective is not achieved. The organisation performs an analisys on the deviation and it's always market related or something like that. Most of the times it's not. So, what is happening?
Let's see one of the most commons objectives: increase sales by 10%. That sounds good. Everybody wants to have it increased and 10% is a good number. But why not 20%. That's even better. Let's get crazy: 100%. What is missing here?
First: you must be realistic. Is 10% realistic? And 100%? It depends. What happening in your market? What is your market share? On what data did you based your decision?
So, first thing, get realistic data. You may wish 10% but is it realistic? With realistic data on hand you can even verify that in specific circunstances a 100% growth can be underperformance.
Second: define your actions. It would be great to be able to define an objective and just sit and see it happen wouldn't it? But it doesn't work like that. If the mentioned above realistic data gives you the information that it's possible grow by 10% your business, you probabily need to take some action. Get a new product in the market, hire a salesperson and define montly objectives to this person, etc.
If you don't follow this steps you may achieve your objectives as well. You may be lucky. You may also win the lottery. But if you follow the previous steps you will be able to know why you did achieve or not the objectives and make it based on knowledge and capability to act. Not luck.
So, if you want to discuss any further this subject, drop us an email. You can find our contacts on our webpage: www.qec-global.com
In our audits, we frequently find management systems that define a specific objective (it's even measurable) but in the end of the measuring period this objective is not achieved. The organisation performs an analisys on the deviation and it's always market related or something like that. Most of the times it's not. So, what is happening?
Let's see one of the most commons objectives: increase sales by 10%. That sounds good. Everybody wants to have it increased and 10% is a good number. But why not 20%. That's even better. Let's get crazy: 100%. What is missing here?
First: you must be realistic. Is 10% realistic? And 100%? It depends. What happening in your market? What is your market share? On what data did you based your decision?
So, first thing, get realistic data. You may wish 10% but is it realistic? With realistic data on hand you can even verify that in specific circunstances a 100% growth can be underperformance.
Second: define your actions. It would be great to be able to define an objective and just sit and see it happen wouldn't it? But it doesn't work like that. If the mentioned above realistic data gives you the information that it's possible grow by 10% your business, you probabily need to take some action. Get a new product in the market, hire a salesperson and define montly objectives to this person, etc.
If you don't follow this steps you may achieve your objectives as well. You may be lucky. You may also win the lottery. But if you follow the previous steps you will be able to know why you did achieve or not the objectives and make it based on knowledge and capability to act. Not luck.
So, if you want to discuss any further this subject, drop us an email. You can find our contacts on our webpage: www.qec-global.com
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