News & Views
Insights and perspectives on business, priorities, strategy, performance management, work and the workforce, customers and relationships, distribution channels, supply-chains, business process, data and technology, rewards, recognition, and performance compensation.
Workforce, Customer & Channel Performance Management
Strategic Convergence: What goes around, comes around. Once again, in an evolving uncertain business climate, different relationship and performance expectations begin to re-emerge: “new” to some, “back to the…
read moreWhy Performance Management Matters
Looking at human organizations “big picture”, the basic function of a business or enterprise is to collect and deploy Financial resources (and their derived “assets” and “liabilities”) to enable its Workforce to serve its Customers with the assistance of Supply and…
read moreStrategy or Execution: What’s More Important?
Strategy Formulation and Strategy Execution is like architecture and construction, or a recipe and cooking: they are co-essential, and completely interdependent. You can’t fulfill one without the other, and you have to get them both right if you want…
read moreStrategy-Driven Execution…?
We read a recent LinkedIn Discussion where the question was posed: what do you think about the effectiveness of Strategy-Driven Execution? Our primal response was: Hold on… is there anything ELSE that should conceivably be driving business process Execution, except Strategy?
read moreMetrics That Matter
You have vacation time coming soon, and you’re planning a big family road-trip. What will it take, what will be your measures, of it being a Success; for your family to have many happy lifelong memories? Miles per Gallon? Number of Trucks Passed? Hours Waiting in Line? Frequent Flyer Miles Used? Those aren’t Success Metrics…
read moreActions & Outcomes in Sales & Service
Getting right to the point: the desired goal and outcome of marketing, sales, customer service and relationship management initiatives is improved and sustained profit. Profit growth results from retaining valuable customers and cost-optimizing customer service....
read moreGetting & Keeping Workforce Engagement
We should always keep front-of-mind that it’s your workforce that actually does the work to execute strategies to fulfill your goals and objectives. And, if your workforce isn’t “bought in”, or engaged, in your goals, objectives, strategies, and action plans, those...
read morePerformance Priorities
Not surprisingly, most commercial enterprises, organizations and governments already have most, if not all, of the elements and resources necessary to implement Enterprise Performance Management (EPM), and make it work. The challenge is that…
read morePerformance Management is a Verb
What IS Performance Management? We all tend to understand what we mean by “performance”, the work of getting something done. The problem seems to be some in the strategy, consulting, and software realms…
read moreGenerally Accepted Performance Management Principles?
Because labor costs represent one of the major expense items for most enterprises, it should come as no surprise to anyone that “personnel”, “talent”, or “human resource” management is a major strategic and tactical priority.
read moreLifecycle-Driven Workforce Incentives
When it comes to paying incentives, commissions, and bonuses, at a high level, we’ve seen success with the general rule “reward individuals for events, reward teams for processes”. But, there’s more precision needed to make incentive compensation plans produce the...
read moreAchieving Sales Performance Success
As always, Sales Success is essential to achieving revenue and profit goals. However, in financial services, pharmaceuticals, medical products, chemicals, and many other markets, sales conduct remains under a high degree of regulatory scrutiny. There’s no question...
read moreAutomating Sales Operations: Why & How
These days, few if any organizations are still manually managing their sales processes. That being said, let’s state the obvious: using Excel or Numbers to do anything is computer-enabled manual processing, but it is not automation. Nor is using fragmented and...
read moreMaking CRM Work
Gaining & Sustaining Competitive Advantage Over the past decade, following and re-cycling a pattern experienced in the late 1990's, businesses across virtually all market segments began to realize the then re-emerging priority of Customer Relationship Management...
read moreImproving Performance & Profit-Share Plans
Many companies have annual performance and profit-share Plans to incent and motivate their workforce. Two of the basic challenges with those Plans are: (1) they operate on a once-a-year cycle, and (2) it takes companies too long, often with over a full calendar...
read moreWhat Gets Measured Gets Done
Performance Management will not work without effective feedback, reporting and information. Once people have goals and targets, to keep them quickly adaptable to Plan changes and evolution over time, and to clearly communicate actual performance results, you need
read moreWorkforce Segmentation
As far back as most everyone can remember, we’ve known the critical marketing importance of Customer Segmentation: separating and grouping similar customers based on their characteristics, needs, behaviors and other criteria. Then, creating and executing marketing,...
read moreThe Certainty Principle
The more Certainty that exists in any environment, the greater the commitment, engagement, investment, involvement, and contribution by the people in it.
read moreIncentive Plan Design & Managed Services.
Better Plans. Smarter Incentives. Full Service. Top Performance.