radical focus: accomplish big goals with objectives and key results
TRANSCRIPT
Radical FocusAccomplish Big Goals With Objectives & Key Results
@cwodtke | [email protected] www.eleganthack.com
Once upon a time there was a start-up.
Hanna
Jack
Restaurant Suppliers
Restaurant Suppliers?
Hell no
Those people have no taste.
Let’s talk to Jim
JimLet me tell you a story
“I looked out the window at the Ferris wheel of the Great America amusement park revolving in the distance, then I turned back to Gordon and I asked, “If we got kicked out and the board brought in a new CEO, what do you think he would do?”
Gordon answered without hesitation,
“He would get us out of memories.”
“Why shouldn’t you and I walk out the door, come back and do it ourselves?” Andy Grove
Jim“Let’s pretend we’ve already decided”
Hire a sales guy? Change the
website…
Hire a sales team.
Restaurant Suppliers!Restaurant Suppliers!
But wait, there’s more!
OKRsObjectives and Key Results
ObjectivesKey results
OKRs
O: DreamKR: Success criteria
“Google did more than adopt it,” says Doerr. “They embraced it.”
OKRs became an essential component of Google culture. Every employee had to set, and then
get approval for, quarterly OKRs and annual OKRs.”
OKRs
O: Qualitative
Shoot for the moon dream
Objective: Establish epic value to Northern California Restaurant Suppliersas the best tea provider
OKRs
KR: Quantitative
“How do we know we met the objective?
KR: Hire a sales guyKR: redo the websiteKR: Place ads in Restaurant supply magazines
Jim
Those are tasks. Not results.
KR: Reorders at 85% KR: 20% of reorders self-serve KR: Revenue of 250K
JimYou want flexibility in the how, not the what.
Your turn!Objective:KRKRKR
OKR TestObjective: Is it aspirational & qualitative?
KRs: Is it a result or a task?Is it measureable?
Does it take a full quarter to achieve?Is it really hard? 50% Confidence?
Objective: Establish epic value to suppliers
AND delight existing customers with a responsive customer service team
AND new order flow online to support reorders, reducing calls by 50%
Team reluctantly agrees
Hell no
Team Wiffed them ALL
I want you to meet…
Raphael
You’re doing it WRONG
FOCUS
1objective
UNITES EFFORTS
3Key Results
DEFINES SUCCESS
IT’S NOT EVERYTHING
YOU DO
IT’S WHAT YOU HAVE TO DO
CADENCE
Commitment
Mondays are for promises
Let me explain.
DEDICATIONTO YOUR GOALS
TO YOUR TEAM
Fridays are for Wins & Wine
(or beer. or cake.)
Engineering demos
Engineering demosDesign demos
Engineering demosDesign demos
Sales & Bizdev shares wins
Engineering demosDesign demos
Sales & Bizdev shares winsBeer
Everybody needs bragging time
• Motivates team to have something to share
• Makes you feel like part of something special
• Show progress
Back to the Team
We’re doomed
You didn't make your
OKRs…
"I don't think we're marketing right"
"We had to deal with wrong orders and late deliveries to
Los Gatos"
"We didn't hire a second salesperson!"
"We had some problems with the performance of the
site"
Hold on! Most companies fail the first time they try OKRs
It’s OK.We’re trying
again… but this time
One OKR for quarter
One OKR for quarterWeekly check-ins
It’s OK.We’re trying
again… but this time
It’s OK.We’re trying
again… but this time
One OKR for quarterWeekly check-ins
Friday Celebrations
Team made 2 of 3 KRs!
Metrics are growing!
Series A
Happily ever after?
WHY CAN’T WE GET THINGS
DONE?
Important Unimportant
Urgent
Not Urgent
DO now!
Drop itPLAN it
Delegate
TOMORROW NEVER COMES
OKRS MAKE GOALS
URGENT
MISSIONStart here
to organize the world‘s information and make it universally accessible and useful
Amazon
“to be Earth’s most customer-centric company, where customers can find and discover anything they might want to buy online, and endeavors to offer its customers the lowest possible prices”
Philz mission is to “Better Peoples Day.”
All Are
• Short (or have a mini-version)• Clear• Inspirational• Memorable
SET YOUR OKRS WELL
Examples
• Product is embraced by the marketplace
• Platform delights developers and users
• Become the community online for creatives
All Are
• Short (or have a mini-version)
• Clear• Inspirational• Memorable • Time bound
Does your objective make you jump out of bed in the morning?
OBJECTIVE IS A MISSION FOR
THREE MONTHS
GOOD KEY RESULTS
HOW DO YOU KNOW?
HOW DO I KNOW?
Ratings? Sales?Reviews?Blog posts? Articles?Tweets?Likes?
https://gum.co/anBwA
RESULTS vsTASKS
O: Book is available and generating buzz
• Kr: Publish book on amazon• Kr: Contact a PR person• Kr: Give a keynote on book topic
O: Book is available and generating buzz
• Kr: Review copies out to beta customers and 100 influencers resulting in 5 reviews of 4< stars
• Kr: Dec sales of 1K• Kr: 5 cold leads for talks/workshops
from book
“WHAT GETS MEASURED,
GETS MANAGED“
PETER
RADICAL FOCUS
Objective: Establish epic value to suppliers
AND delight existing customers with a responsive customer service team
AND new order flow online to support reorders, reducing calls by 50%
Objective: Establish epic value to Northern California Restaurant Suppliersas the best tea provider
Wait!We can’t just forget about RevenueCodeHealthCustoemrSatisfactionSalesHiring
PUSH VS PROTECT
Team Health:
Distributor satisfaction Health:
Org Health
Yellow
Green
Team struggling with direction change
Objective: Establish clear value to distributers as a quality tea provider
KR: Reorders at 85% 5/10KR: 20% of reorders self-serve 5/10KR: Revenue of 250K 5/10
OKR Confidence
DO LESS, BETTER
COMMUNICATION
“WHEN YOU ARE TIRED OF SAYING IT, THEY ARE STARTING TO
HEAR IT” – JEFF WEINER
Objective: Establish clear value to distributers as a quality tea provider
KR: Reorders at 85% 5/10KR: 20% of reorders self-serve 5/10KR: Revenue of 250K 5/10
Key Risk Factors: Need new self-serve system up in first month
Priorities this week
Next 4 weeks - Projects
OKR Confidence
Team Health:
Distributor satisfaction Health:
Org HealthYellow
P1
P1
P1
Green
Close deal with TLM Foods
Team struggling with direction change
# solid sales canidates in for interview
Passive reorder notificationsNew self serve flow for distributorsMetrics for distributors on tea salesHire Customer service head
New Order flow
Monday
Restate that goal!It’s a conversation
Objective: Establish clear value to distributers as a quality tea provider
KR: Reorders at 85% 5/10KR: 20% of reorders self-serve 5/10KR: Revenue of 250K 5/10
Key Risk Factors: Need new self-serve system up in first month
OKR Confidence
Is our goal hurting anything we care about? Team HealthCode HealthCustomer SatisfactionRevenues
Team Health:
Distributor satisfaction Health:
Org HealthYellow
Green
Team struggling with direction change
Do these efforts more us closer to the goal? Keep a backlog of ideasExperiment with what impacts the OKRsFIGHT! ARGUE!
Priorities this weekP1
P1
P1
Close deal with TLM Foods
# solid sales canidates in for interview
New Order flow
What are we doing next toward that goal? Make sure everyone know what’s happening Ask for helpTrack trains that never arrive
Next 4 weeks - Projects
Passive reorder notificationsNew self serve flow for distributorsMetrics for distributors on tea salesHire Customer service head
STATUS EMAILS
OKRS rewritten,
reevaluated in every status
FRIDAYS
Restate the Goal in Wins• Engineering demos• Design shows• Sales brags• Customer service
stories• Business
Development crows• Everybody SHARES
WINS TOWARDS GOAL
“WHEN YOU ARE TIRED OF SAYING IT, THEY ARE STARTING TO
HEAR IT” – JEFF WEINER
PREPARE TO FAIL
SAND-BAGGING
OVER REACHING
NO CADENCE
FAIL & LEARN
know your Missionset your Objectives
choose your Actionslearn from your Results
Radical FOCUS
BUT WAIT THERE’S MORE
GOODBYE RATRACE
OBJECTIVE: BE FINANCIALLY
STABLE, PRESERVE HEALTH
DO WORK I LIKE.
KR: EARN 30K OVER THREE
MONTHS DOING WORK I’D DO EVEN IF I WASN’T PAID
KR: HAVE A MANAGEABLE BUDGET TO
PREDICT EXPANSES
KR: ZERO ACID REFLUX, ZERO
BACK PAIN
HELLO, DREAMLIFE
Thanks to my awesome students in my Designer as Founder class. Especially An, Justin, and Jack for their lead roles.They were paid in pizza, just like a real startup.
As Harry Max for not suing me when I use his picture.
Thank You
@cwodtkewww.eleganthack.com
I train companies in techniques to make dreams into realities.
https://gum.co/anBwA