The measurement of shipments to date (Figure 7.2.3) sets the expectation for
everyone that it is a priority to deliver product to customers. I have worked
in many organizations where this is not a given. Often, this group is reported
to a small number of people or not reported at all (until the end of the period).
Using the budgeted number establishes a goal for the organization to achieve.
Remember that keeping score and telling people what the score is are two
separate things. If you want to encourage appropriate behaviors to deliver
revenue, you have to tell people how they are doing. That is not to say that
everyone will make the connection between shipments and their daily activity,
but this is the first step in your new game plan — posting the score.