I worked in a sales environment like this for a summer break in college. I was the number 2 sales dude that summer, hitting all of the BS metrics that they fussed over. (ratio of premium to total sales, ratio of services to total sales)
But... they lost a fair amount of money on me, because I abandoned profitable sales that wouldn't hit my metrics, dumping them on others. Instead, I ended up moving lots of stuff with high price concessions. But I never sold anything without the metric-impacting accessory purchases. So I was #2 in gross sales, #1 in hitting targets, but #28 in profit. I made a ton of money though... paid for school the following year!
So, I'd say good luck, it's hard to know what to measure for when your business leaders are busy tracking metrics instead of leading. If I owned a restaurant, and the GM was fussing around with cameras and computers in the back, I'd fire him. Service business management is about taking care of customers and setting up systems to ensure that happens. Lead from the front.
But... they lost a fair amount of money on me, because I abandoned profitable sales that wouldn't hit my metrics, dumping them on others. Instead, I ended up moving lots of stuff with high price concessions. But I never sold anything without the metric-impacting accessory purchases. So I was #2 in gross sales, #1 in hitting targets, but #28 in profit. I made a ton of money though... paid for school the following year!
So, I'd say good luck, it's hard to know what to measure for when your business leaders are busy tracking metrics instead of leading. If I owned a restaurant, and the GM was fussing around with cameras and computers in the back, I'd fire him. Service business management is about taking care of customers and setting up systems to ensure that happens. Lead from the front.