What do you think it is that causes most businesses and CEO’s headaches and often leads to the downfall of businesses? It is simply this: a failure to implement. Whilst that may sound like a pretty basic comment, and it is, what most businesses lack is a system to agree, measure and modify KPI’s. And that is why staff get discouraged. Try this simple test: Get your top three sales people into your office and give them each a dart (as in the game darts). Then, keep dead quiet. Watch the reaction. It will be a struggle, but keep dead quiet. See who asks you: “So, what’s the target?” Chances are fairly good, that this particular person is the one to back. Then ask yourself this question: “Are their KPI’s based on the SMART principle? And with that, I’ll leave you to enjoy the rest of your day.