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Here are few paragraphs from the book:
All high-performance business enterprises require tracking systems. A tracking system with well-devised coordinates allows everyone to know how well they are maintaining their duties. It helps people evaluate the need for extra or superior actions if and when required.
It should be the primary thing you establish when you begin your business coaching clients because without a lucid set of aims it is difficult for people to be sure about what ends they have to achieve.
Chalk out objectives for your business, configure the necessary means for attaining success, assign appropriate levels for each and then set performance aims for them.
Lets assume your interest lies in increasing market penetration. The scale for comparing is your ventures sales divided by the total number of sales in you market. If your market share turns out to be 10% that is a good thing and implies that your next aim should be to reach 25% before the year is over.
A measurable objective is always attainable.
You must always make someone answerable for your projects performance against each target.
You need to develop a timely tracking system for each metric which will collect the required information.
Create a routine for periodic interim performance objectives and a reporting interface so that everyone involved can know how they are doing.
The tracking system can be maintained on paper or automated on your computer system. Whichever way you implement the tracking system, ensure that it retains simplicity and that you dont need to spend too much time worrying about it.