The insurance ninja describes how to generate big incentive for your employees, one small number at a time.
A few years ago we started focusing on our break-even number. We identified that number as the amount of new/new revenue we would need on a daily basis to hit our growth goal. We anticipated our residual income would be flat, but factored in the loss of any large accounts that occurred on a weekly basis. We tracked this daily and every person in the company knew if we were hitting goal.
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