Second Quarter 2010 Ended and No One In The Real World Noticed
The second quarter ended inauspiciously last night and not one independent window film dealer in the field noticed.
Once upon a time the end of the second quarter had serious implications.
At 3M, I would have assigned monthly forecasts and certainly annual targets to meet.
Most of these numbers were pulled from the ether (or rather from another area!) Let's just say that whatever the forecast or quota was; I had zero input into what that number should have been! Back then it was all simple math.
You had to do at least 25% better than you had done the year before.
If you did less, you were under the gun. (or worse!)
If you did more. . .you got the chance to try to do it all over again.
The end of the second quarter was always a very dangerous moment.
The pie in the sky targets set the previous Fall may have seemed wonderful "on paper", but the reality of the completed second quarter numbers was always a "Game Changer."
I am sure that all that pressure has changed given the terrible economy since I left 3M in 2007.
I'd have to think that given the harsh reality, large corporations understand that they will not be doing better each year (let alone 25% better!)
I can recall once actually being over 160% of my forecast and no one was particularly happy except me!
Now looking back at the utter waste of time and concern directed to hitting those magically assigned numbers I have to laugh.
Real sales are won or lost in front of Joe Public and Mary Public.
Consumers make their choices based on numerous factors but not one of them include artificial cut off dates or quarterly comparisons.
You might want to add a dose of Six Sigma into that irrelevancy.
This all reminds me of one June 30 way back in the late nineties.
Our team had done everything we could to actually meet the forecast handed down by the "divinity of that moment."
Late June 30th I received a call from Frozen Chosen asking if I thought we could do the same thing again in the third quarter?
And if not. .why not?
Once upon a time the end of the second quarter had serious implications.
Most of these numbers were pulled from the ether (or rather from another area!) Let's just say that whatever the forecast or quota was; I had zero input into what that number should have been! Back then it was all simple math.
You had to do at least 25% better than you had done the year before.
If you did less, you were under the gun. (or worse!)
The end of the second quarter was always a very dangerous moment.
The pie in the sky targets set the previous Fall may have seemed wonderful "on paper", but the reality of the completed second quarter numbers was always a "Game Changer."
I am sure that all that pressure has changed given the terrible economy since I left 3M in 2007.
I'd have to think that given the harsh reality, large corporations understand that they will not be doing better each year (let alone 25% better!)
I can recall once actually being over 160% of my forecast and no one was particularly happy except me!
Now looking back at the utter waste of time and concern directed to hitting those magically assigned numbers I have to laugh.
The Real World Is In The Field.
Real sales are won or lost in front of Joe Public and Mary Public.
Consumers make their choices based on numerous factors but not one of them include artificial cut off dates or quarterly comparisons.
You might want to add a dose of Six Sigma into that irrelevancy.
This all reminds me of one June 30 way back in the late nineties.
Our team had done everything we could to actually meet the forecast handed down by the "divinity of that moment."
Late June 30th I received a call from Frozen Chosen asking if I thought we could do the same thing again in the third quarter?
And if not. .why not?
Nah. . .I don't miss one thing!
Posted by Mike Feldman at 7/1/2010 12:32 PM 
Categories: Consulting Coaching
Tags: quarter ending 2010
Categories: Consulting Coaching
Tags: quarter ending 2010
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