Numbers Speak Truth

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Numbers Speak Truth

By Frank Hurtte

We work in a world obsessed with numbers.

Measurements on schematics. Gross margin percentages. Sales quotas. Minutes on our phones. Days until vacation. I’ll admit it, I like numbers, too.

Numbers give us something concrete. They help us understand where we’re performing well, and they make it harder to ignore where improvement is needed. Many times, we think we’re producing at a certain level until we see it on paper. Reality has a way of showing up when the numbers are clear.

That same truth applies when evaluating business relationships.

Whether you’re trying to understand the value of an employee, a distributor, or a manufacturer partner, it’s important to have a clear and consistent way to measure performance. Without that, discussions quickly become emotional, subjective, or based on assumptions rather than facts.

The challenge, of course, is honesty.

It’s much easier to evaluate others than it is to evaluate ourselves. But self-evaluation is where meaningful improvement begins. If we’re not willing to look objectively at our own performance, our habits, decisions, and results, it becomes difficult to fairly assess anyone else.

Numbers don’t solve every problem. But they do bring clarity. They help separate perception from performance and intention from outcome. Used well, they provide a starting point for better conversations and better decisions.

Before grading the people around you, take a moment to look inward. The numbers may tell you more than you expect.

River Heights Consulting helps organizations bring clarity to performance, relationships, and decision-making, starting with the facts.



About the Author

Frank Hurtte has done it all in the distribution world: managing scrappy start-ups,
leading branch clusters, and mending company cultures after messy mergers. Whether he’s building winning teams or drafting blueprints for success, Frank knows the industry inside and out. These days, he guides his clients through his books and specialized training sessions like an old-fashioned compass. Want to talk shop? Drop him a line at frank@riverheightsconsulting.com.


TL;DR

Numbers cut through assumptions. Honest self-evaluation creates better decisions and healthier business relationships.


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