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How to Measure Anything

I’ve been reading two books on measurement.  It’s a subject every sales leader should be interested in because measurement is a critical requirement for the success of any sales performance improvement program or initiative.  Many companies do nothing in this area other than to monitor unimportant metrics or focus only lagging indicators, such as year-to-date sales.

One of the books is Douglas W. Hubbard’s How to Measure Anything.  I was skeptical when I saw this book listed on Amazon.  Measure anything?  Yes.  I’m now convinced you can measure just about anything and Hubbard teaches us how.

Hubbard’s examples are far-reaching in terms of the potential areas and applications of measurement.  Hubbard points out that many of us are quick to say that there is no answer to a question of how much, how far, how long—or that some things aren’t measurable, when in fact, one can make a very reasonable estimation.  The author provides us with powerful tools, exercises and examples to help us learn.

I’d categorize this as a must-have for any sales leader interested in getting her arms around the question of sizing and prioritizing the challenges and opportunities they face.  It’s also a valuable tool for you marketers interested in measuring the impact of programs and initiatives.

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2 Responses

  1. Dave,

    Because of your say-so (with a mild influence by the fact that it’s available in Kindle format) I’m buying Hubbard’s book “How to Measure Anything.”

    So of course you should feel great pressure now, because it’s your reputation on the line! ha ha, just kidding.

    Though it is true in a sense; it’s not a book I would have bought were it not for the fact that I know something of you and how you think. That’s how influence works; direct, personal.

    Thanks for the reference! I look forward to reading it.

    Charlie Green

  2. Charlie Green is a highly-respected sales expert and co-author of “The Trusted Advisor.” Thanks for the comment, Charlie.

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