target

Check the destination itself before anything else. Is the number you are steering toward still the right one, set recently enough to reflect current conditions, and a real proxy for what the business needs? A wrong destination makes perfect steering useless.

Check the destination itself before anything else. Is the number you are steering toward still the right one, set recently enough to reflect current conditions, and a real proxy for what the business needs? A wrong destination makes perfect steering useless.

Example

You inspect the missed quarterly number and find it was set 14 months ago, before your two biggest accounts moved to annual contracts. The team is chasing new bookings while revenue now comes from renewals. The target, not the effort, is stale.