There’s effort and there’s outcome, and you want to have a KPI for each, a key performance indicator. It’s an indicator that shows you how somebody’s performing, and it’s a relevant, it’s a very important key number. The first mistake that most new leaders make, and I used to make this mistake as well, is that you don’t set a quantifiable number for each person. The second mistake is that you might not have made it clear to them, and the third is that you don’t track that number and you don’t repeatedly hold them accountable to it. For example, my team of media buyers’ KPI target is to get appointments for less than $200. If we do better than that awesome do worse than that then we need to change something to get there.