KPIs are supposed to improve performance—

Marla Noel breaks down how to build KPIs that actually motivate people, align with strategy, and help you grow without turning measurement into a morale problem.

For business owners and department leaders, this episode cuts through the KPI noise and gets practical fast. Marla shares why the first number is often just an estimate, why employee buy-in matters more than perfection, and how one client went from aiming for 45 outreach touches to landing on a realistic 28 after the team defined what “outreach” actually meant. You’ll discover:

• How to introduce KPIs without triggering fear or resistance
• Why leading indicators often matter more than lagging results
• How to choose the right KPI count so everything important does not become nothing important
• What it means for KPIs to align from the company level down to managers and employees
• How to build a follow-up system so KPIs do not become “the flavor of the month”

Marla also shares practical examples for sales, client outreach, blog posts, contracts, gross margin, and net profit, plus the difference between stretch goals and numbers that are simply unrealistic.

If you’ve ever struggled to get your team to care about metrics, or worried that your KPIs are measuring the wrong things, this conversation gives you a clear path forward. She also points you to two helpful resources: Measure What Matters by John Doerr and Drama Free Management, by Marla Noel and Pete Fowler, which includes a KPI template you can use with your staff.

The big takeaway is simple: KPIs should drive focus, accountability, and growth—not confusion, fear, or box-checking. Perfect for founders, managers, and leaders who want measurement systems that people will actually use and trust.

Timestamps

00:28 – Why KPIs matter for business owners and managers
01:05 – How KPIs can scare employees if handled poorly
01:35 – Using a trusted business coach to introduce KPIs
02:05 – Starting with estimates when the right number is unknown
03:05 – Examples of financial and activity-based KPIs
03:39 – Defining what counts as outreach before setting the target
04:39 – Why 45 was too high and 28 became the stretch goal
05:39 – Leading KPIs vs. lagging KPIs
06:39 – Why leading indicators are more actionable
07:32 – Lagging metrics like sales, billable hours, and signed contracts
08:02 – Why three to five KPIs is usually enough
08:32 – Aligning KPIs with business strategy
09:32 – Why follow-up keeps KPIs from becoming a fad
10:14 – Monthly reporting, spreadsheets, and KPI software
11:14 – Reviewing KPIs with executives and employees
11:44 – Books Marla recommends for KPI planning
12:39 – Marla’s recap: keep KPIs useful, focused, and motivating

Kyra Hokanson Gray, president and owner of Hokanson Vascular, shares insights into the company's history, her personal journey, and the challenges of business management. From the early days of the company's founding to the impact of her father's death.

Kyra's story is one of resilience, leadership, and dedication to work-life balance. The conversation covers a range of topics including challenges in personnel management, dealing with workplace issues, managing business sensitivities, coping with personal loss and business continuity, building relationships with customers, the value of peer advisory groups, Women Presidents' Orgaization, the impact of grief on decision making, passion for music and involvement in Meany Center, hobbies and personal interests, and future plans and exciting opportunities.

Takeaways

• Resilience in the face of unexpected challenges
• Cross training and how it helped the business survive.
• The importance of work-life balance and personnel management in business.
• The value of trusting your employees to do the job they were hired to do. Trust but Verfy.
• Effective personnel management is a significant challenge in business operations.
• Coping with personal loss and maintaining business continuity requires resilience and determination.

Chapters

• 00:00 Introduction to Hokanson Vascular
• 03:31 Early Life and Company History
• 10:23 Transition and Leadership
• 17:13 Challenges and Business Management
• 23:51 Work-Life Balance and Personal Reflection
• 29:33 Global Impact and Personnel Management
• 31:44 Challenges in Personnel Management
• 32:09 Dealing with Workplace Issues
• 33:06 Managing Business Sensitivities
• 35:20 Coping with Personal Loss and Business Continuity
• 34:06 Building Relationships with Customers
• 42:09 The Value of Peer Advisory Groups
• 37:46 The Impact of Grief on Decision Making
• 48:55 Passion for Music and Involvement in Meany Center
• 53:07 Hobbies and Personal Interests
• 56:34 Future Plans and Exciting Opportunities

Sarah Henry, the second-generation owner of Gaspars Construction, shares her journey of leading a woman-owned residential remodeling company and the challenges she faced.

She discusses her passion for people, the impact of her family background, and the importance of finding the right people for the team.

The conversation covers a range of topics, including leadership, WPO membership, personal passions, and the importance of structure in business. The discussion also delves into the significance of strategic planning and the impact of public speaking.

Takeaways

• Family background and values influence business leadership
• Challenges of running a business in a male-dominated industry Leadership and the responsibility of leading vs. following
• Recommendations for business books and podcasts
• The value of WPO membership and its impact on business
• Personal passions and the importance of structure in business
• The significance of strategic planning and the impact of public speaking

Chapters

• 00:00 The Journey of Gaspars Construction
• 02:19 Motivation to Join the Family Business
• 03:31 Childhood and Early Influences
• 04:20 Career Path and Business Ownership
• 08:19 Dealing with Sexism in the Industry
• 10:38 The Concept of Final Usie
• 11:30 Positive Impact on Company Growth
• 17:46 Regrets and Tough Business Decisions
• 14:40 Business Management and Work-Life Balance
• 22:04 Challenges of Business Growth
• 24:07 Leadership and Responsibility
• 24:35 Business Books and Recommendations
• 25:13 WPO Membership and Impact
• 30:32 Personal Passions and Structure in Business
• 37:13 Strategic Planning and Public Speaking