What Gets Measured Gets Managed
Measuring What Matters
You’ve heard the phrase: what gets measured gets managed. But what does that actually mean for your day-to-day as a manager?
It means this—if you’re not tracking something, you’re not improving it.
And if you’re tracking the wrong thing? You’re leading blind.
Data Should Drive Better Questions, Not Just Dashboards
Most managers either:
Over-measure and get lost in vanity metrics
Or under-measure and rely on gut instinct
Example:
A sales director tracked total calls made. Numbers looked great. But revenue? Flat.
Turns out, reps were dialing just to hit the metric.
They switched to tracking quality conversations that led to second meetings—and revenue spiked.
How to Measure What Matters:
Tie metrics to behavior, not just outcomes.
Keep it visible—what’s tracked must be seen and shared.
Review consistently—weekly or monthly rhythm is key.
Adjust as you go—what matters today may not matter in 6 months.
The Bottom Line:
Measurement isn’t about control—it’s about clarity.
If you want your team to grow, give them a scorecard that reflects progress and purpose.