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“Revenue is always a lagging indicator of success,” I said to “Kevin.”
We were reviewing his progress, and he was behind plan. But I was seeing progress, and I wanted to remind Kevin.
“What do you mean?” Kevin asked me.
“Revenue is always a lagging indicator of success,” I repeated.
“My co-founders are getting worried that we’re not growing quickly,” Kevin said.
You need to have conviction about your revenue plan.
“I’ve been there,” I said to Kevin. “In the early days of revenue for my company, before we got the flywheel really spinning, one of the senior executives on my team wanted us to completely change course.
“At one of our staff meetings, he came in and presented why we should change direction. And, worse yet, he had data that he felt backed up his claims.”
“What did you do?” Kevin asked me.
“The first thing I did was listen to his concerns. I knew the direction he wanted to go was a panic move, but I also knew I didn’t want to say that to him. Does that sound familiar?”
“Yeah, that’s pretty similar to what I’m dealing with,” Kevin said. “What did you do next?”
