The 10 Most Critical Metrics for CEOs

•

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Guiding Metrics

Marketing

FOR CHIEF EXECUTIVE OFFICERS
THE! !MOST!

LET’S START WITH...
WHY
YOU NEED METRICS

BUSINESS
TRACKING YOUR METRICS
YOUR
DRAMATICALLY
RESULTS
IMPROVE
WILL!

have to say about
EXPERTS
What do the
metrics&
dashboards?

Goodmarketers
MEASURE.
Metrics are critical to ensuring
that your marketing is aligned
with your business objectives.
SETH GODIN
“
”

PETER DRUCKER
IF YOU CAN’T!
MEASURE IT,!
YOU CAN’T!
IMPROVE IT.!
“
”!

COMPANIES TRACKING THEIR METRICS IN DASHBOARDS REALIZE:
YEAR-OVER-YEAR
THAN THOSE WHO DON’T.
YEAR-OVER-YEAR
&

MEASURE
EVERYTHING
OF SIGNIFICANCE.
ANYTHING
THAT IS
IMPROVES.
MEASURED AND
WATCHED,
Bob Parsons
“
”!

you will
Neverachieve
SUCCESS YOU WANT
TRACK YOUR METRICS,
THEBOTTOMLINE
IF YOU CHOOSE NOT TO
THE

1. NET INCOME
NEED A PROFIT & LOSS UPDATE IMMEDIATELY?
TRACK YOUR NET INCOME

2. TOTAL SALES
SECONDARILY, ASSESS SALES BY:
• AFFILIATE
• REGION
• PRODUCT, ETC.

3. CONTRIBUTION MARGIN
SALES MINUS
VARIABLE COSTS
CONTRIBUTION
MARGIN
=
*VARIABLE COSTS INCLUDE COGS, ADVERTISING, REFUNDS, COMMISSIONS, ETC.
*

3. CONTRIBUTION MARGIN
CONTRIBUTION MARGIN IS A GREAT INDICATOR
OF THE
OVERALL HEALTH OF YOUR BUSINESS

4. CASH BALANCE
SELF-EXPLANATORY.
MONITOR YOUR CASH 24/7
IF YOU RUN OUT, YOU’RE DEAD

5. ADVERTISING COST VS. REVENUE PER SALE
THE RELATIONSHIP BETWEEN MEASURE THIS
IS WHAT’S CRITICAL SPOT TRENDS AND FIX PROBLEMS
AD COSTS AND SALES DAILY, WEEKLY & MONTHLY TO

6. WEBSITE VISITORS
THERE IS GENERALLY A HIGH CORRELATION BETWEEN
SO TRACK & IMPROVE THIS KEY METRIC
THE NUMBER OF WEBSITE VISITORS & SALES,

7. SALES TEAM CONVERSION FUNNEL
ASSESS EACH INDIVIDUAL SALES REP
TO IDENTIFY WHERE HIS OR HER
PERFORMANCE CAN BE IMPROVED

8. CLIENT RETENTION
KEEPING CLIENTS LONGER
DRAMATICALLY IMPROVES PROFITABILITY

9. NUMBER OF LEADS/CUSTOMERS
LEADS AND CUSTOMERS ARE
THE LIFEBLOOD
OF YOUR BUSINESS

10. LIFETIME CUSTOMER VALUE
BOOSTING LIFETIME CUSTOMER VALUE MAXIMIZES PROFITS,
AND UNDERSTANDING LCV ALLOWS YOU TO OPTIMIZE YOUR ADVERTISING,
AS YOU KNOW PRECISELY HOW MUCH YOU CAN SPEND TO ACQUIRE A CUSTOMER

Nowthatyouknow
WHICH
metricstotrack,
Thenextstepis
HOW
tofigureout
totrackthem

CHECK IT
AUTOMATICALLY TRACK YOUR KEY METRICS
TODAY THERE ARE DASHBOARDS THAT

THE OPTIMAL DASHBOARD
TO ALL THE SYSTEMS YOU ALREADY USE
AUTOMATICALLY CONNECTS
AND HUNDREDS MORE

SO YOUR METRICS ARE…
AND THERE’S
ZERO!
DISPLAYED IN REAL TIME
ALWAYS UP-TO-DATE
MANUAL
DATA ENTRY

WE AT GUIDING METRICS CAN
CLICK TO WATCH YOUR FREE DEMO VIDEO
SPECIFICALLY FOR YOUR BUSINESS
CUSTOM-BUILD
AN AUTOMATED DASHBOARD

GUIDINGMETRICS.COM
LET’S STAY IN TOUCH
DAVEL@GUIDINGMETRICS.COM (800) 476-0423
DAVE LAVINSKY
WATCH OUR FREE DEMO VIDEO
SCHEDULE YOUR FREE PERSONAL DEMO

that needs to
TRACK THEIR METRICS?
CLICK TO SHARE
WHO DO YOU KNOW

CLICK TO WATCH !
YOUR FREE DEMO VIDEO
GUIDINGMETRICS.COM
DAVEL@GUIDINGMETRICS.COM (800) 476-0423
DAVE LAVINSKY

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The 10 Most Critical Metrics for CEOs

1. FOR CHIEF EXECUTIVE OFFICERS THE! !MOST!

2. LET’S START WITH... WHY YOU NEED METRICS

3. BUSINESS TRACKING YOUR METRICS YOUR DRAMATICALLY RESULTS IMPROVE WILL!

4. have to say about EXPERTS What do the metrics& dashboards?

5. Goodmarketers MEASURE. Metrics are critical to ensuring that your marketing is aligned with your business objectives. SETH GODIN “ ”

6. PETER DRUCKER IF YOU CAN’T! MEASURE IT,! YOU CAN’T! IMPROVE IT.! “ ”!

7. COMPANIES TRACKING THEIR METRICS IN DASHBOARDS REALIZE: YEAR-OVER-YEAR THAN THOSE WHO DON’T. YEAR-OVER-YEAR &

8. MEASURE EVERYTHING OF SIGNIFICANCE. ANYTHING THAT IS IMPROVES. MEASURED AND WATCHED, Bob Parsons “ ”!

9. you will Neverachieve SUCCESS YOU WANT TRACK YOUR METRICS, THEBOTTOMLINE IF YOU CHOOSE NOT TO THE

10. SO WHICH METRICS SHOULD YOU TRACK?

11. FOR CHIEF EXECUTIVE OFFICERS THE! !MOST!

12. 1. NET INCOME NEED A PROFIT & LOSS UPDATE IMMEDIATELY? TRACK YOUR NET INCOME

13. 2. TOTAL SALES SECONDARILY, ASSESS SALES BY: • AFFILIATE • REGION • PRODUCT, ETC.

14. 3. CONTRIBUTION MARGIN SALES MINUS VARIABLE COSTS CONTRIBUTION MARGIN = *VARIABLE COSTS INCLUDE COGS, ADVERTISING, REFUNDS, COMMISSIONS, ETC. *

15. 3. CONTRIBUTION MARGIN CONTRIBUTION MARGIN IS A GREAT INDICATOR OF THE OVERALL HEALTH OF YOUR BUSINESS

16. 4. CASH BALANCE SELF-EXPLANATORY. MONITOR YOUR CASH 24/7 IF YOU RUN OUT, YOU’RE DEAD

17. 5. ADVERTISING COST VS. REVENUE PER SALE THE RELATIONSHIP BETWEEN MEASURE THIS IS WHAT’S CRITICAL SPOT TRENDS AND FIX PROBLEMS AD COSTS AND SALES DAILY, WEEKLY & MONTHLY TO

18. 6. WEBSITE VISITORS THERE IS GENERALLY A HIGH CORRELATION BETWEEN SO TRACK & IMPROVE THIS KEY METRIC THE NUMBER OF WEBSITE VISITORS & SALES,

19. 7. SALES TEAM CONVERSION FUNNEL ASSESS EACH INDIVIDUAL SALES REP TO IDENTIFY WHERE HIS OR HER PERFORMANCE CAN BE IMPROVED

20. 8. CLIENT RETENTION KEEPING CLIENTS LONGER DRAMATICALLY IMPROVES PROFITABILITY

21. 9. NUMBER OF LEADS/CUSTOMERS LEADS AND CUSTOMERS ARE THE LIFEBLOOD OF YOUR BUSINESS

22. 10. LIFETIME CUSTOMER VALUE BOOSTING LIFETIME CUSTOMER VALUE MAXIMIZES PROFITS, AND UNDERSTANDING LCV ALLOWS YOU TO OPTIMIZE YOUR ADVERTISING, AS YOU KNOW PRECISELY HOW MUCH YOU CAN SPEND TO ACQUIRE A CUSTOMER

23. Nowthatyouknow WHICH metricstotrack, Thenextstepis HOW tofigureout totrackthem

24. CHECK IT AUTOMATICALLY TRACK YOUR KEY METRICS TODAY THERE ARE DASHBOARDS THAT

25. THE OPTIMAL DASHBOARD TO ALL THE SYSTEMS YOU ALREADY USE AUTOMATICALLY CONNECTS AND HUNDREDS MORE

26. SO YOUR METRICS ARE… AND THERE’S ZERO! DISPLAYED IN REAL TIME ALWAYS UP-TO-DATE MANUAL DATA ENTRY

27. WELCOME TO OUR WORLD OF METRICS

28. WE AT GUIDING METRICS CAN CLICK TO WATCH YOUR FREE DEMO VIDEO SPECIFICALLY FOR YOUR BUSINESS CUSTOM-BUILD AN AUTOMATED DASHBOARD

29. GUIDINGMETRICS.COM LET’S STAY IN TOUCH DAVEL@GUIDINGMETRICS.COM (800) 476-0423 DAVE LAVINSKY WATCH OUR FREE DEMO VIDEO SCHEDULE YOUR FREE PERSONAL DEMO

30. that needs to TRACK THEIR METRICS? CLICK TO SHARE WHO DO YOU KNOW

31. CLICK TO WATCH ! YOUR FREE DEMO VIDEO GUIDINGMETRICS.COM DAVEL@GUIDINGMETRICS.COM (800) 476-0423 DAVE LAVINSKY

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