Bryson DeChambeau was climbing the world golf rankings when he won the 2020 US Open Championship.
Before joining the PGA tour in 2016, Bryson was one of the world’s highest-ranked amateur golfers, having won the US Amateur Championship in 2015. In the amateur ranks, Bryson could beat the best without being golf’s longest driver. However, when Bryson joined the PGA Tour, although he had some success, he was not the dominant player that he was in the amateur ranks. The situation has changed for Bryson, and he had to adapt by changing his circumstances.
Circumstances, by definition, are factors that play a part in determining an outcome.
The circumstances Bryson decided to change were his weight, strength, flexibility, swing speed and equipment. These changes were incredibly successful. In the three seasons before the 2020 PGA season, he ranked 34th, 25th and 45th in driving distance. With his incredible length off the tee, he is dominating his fellow pros and is on the way to number one in the world.
Adapting to change
Just as situations and circumstances change in the sports world, they also vary in the business world. In our current age of disruption, businesses are employing more automation, social media marketing, online sales functions and data analytics. In some cases, these disruptive tools require additional KPIs, and in other cases, they make some established KPIs redundant.
A company may see that their customers find it increasingly more convenient to purchase their products online rather than from retail locations. Store traffic KPIs should therefore be supplemented with KPIs that monitor online traffic and shopping click through rate. Inventory replenishment and inventory turnover KPIs will also be affected by the change in shopping approach.
CRM Solutions
Companies with sales teams who employ an automated Customer Relationship Management (CRM) program have different KPIs than companies with sales teams that do not. With a CRM system in place, process level KPIs are monitored closely. Everyone with access to the CRM reports knows in real-time if the sales team are following the process embedded in the CRM system.
Without a CRM system, it is challenging to track and co-ordinate sales activities and set KPIs that monitor the company’s sales processes. In this situation, only high-level sales KPIs are used, and the company’s sales force efficiency is bound to suffer.
Not sure how to adapt your company’s KPIs to changes in situations and circumstances? Give us a call. We would be glad to assist you.
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