3 CEOs Stopped Looking at Big Picture Numbers

I’ve been working closely with three manufacturers who’ve been navigating a sales downturn. They’ve both been working on getting better insight into their production.

The one’s been drilling down into better pricing analytics to make sure their material prices are accurately reflected in their buildings.

The one’s drilling into their sales team, and making sure the sales people are putting in the right work to close the deals.

The one’s drilling into their production team, finding out who’s good at what, who needs to be promoted and get a raise, and who needs to potentially find a home at a different company.

What’s striking to me is this:

Each of them are drilling far deeper than profitability or “big picture numbers” like close rates.

They’re drilling down into the details and nuance.

When things are easy, we tend to get sloppy. But true expertise is almost always revealed in the execution of the details.

And to do that, you need to get your head in the game to perform at your highest level.