WHEN THE NUMBERS DECEIVE

How many CEOs, divisional and sales leaders have been misled by the ‘selective’ use of numbers (deliberately or inadvertently).  We are all capable of using statistics or data to validate a position because ‘the numbers never lie’. But they do.

My favourites:-

• Visual manipulation– when the scales on a graphical illustration are manipulated to highlight or minimise the trend (great for revenue or cost manipulation)

• Big numbers- the use of rolled up numbers which mask the true trends or root causes underneath.  The large numbers are used to effectively bully a position (e.g. the sum of a divisions performance/metrics as an indicator of success when some teams are thriving and others are miserably failing),

• Selective sampling- conversely the use of small or ‘selective’ sampling to draw a conclusion and yet then present as qualified and irrefutable (e.g. looking at one teams performance as a measure of all)

• Sample bias – when the data isn’t randomly generated or sourced – (e.g. online survey when some team members are in a call centre versus in field and accessibility is an issue),

• Weak quantitative data reinforced by selective qualitative–(e.g.  where any of the above are reinforced by feedback from a key rep, or the CEO’s know position and so on).

Why do we allow it - what am I missing?

If you would like mot know how Litmus 360 can help you improve the sales performance of your organisation, please call or send an email with your contact details to info@litmus360.com.au

#changemanagement #businessimprovement #salesperformance #salesrevenue