News & Views
Insights and perspectives on performance management, the workforce, consumers, supply chain and distribution channels, business process and technology, rewards, recognition, and performance compensation.
Achieving Sales Performance Success
As always, Sales Success is essential to achieving revenue and profit goals. However, in banking, insurance, lending, and other financial services, sales conduct remains under a great deal of regulatory scrutiny. There’s no question that the key to sales success is...
read moreImproving Performance & Profit-Share Plans
Many companies have annual performance/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 quarter...
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 moreStrategy vs. Execution: What’s More Important?
Strategy Formulation vs. Strategy Execution is like architecture and construction: they are equally essential. And, wholly interdependent. One cannot fulfill one without the other. Without good blueprints, the house you build will be sub-functional, maybe...
read moreStrategy-Driven Execution…?
We read a Discussion on LinkedIn recently 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,...
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. Too many organizations, however, both in...
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 moreGetting & Keeping Workforce Engagement
Lest we forget, 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 simply won’t be achieved....
read moreLifecycle-Driven Workforce Incentives
When it comes to paying incentives/commissions/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 optimal...
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 surrogates, “assets” and “liabilities”) to enable an enterprise’s Workforce to serve Customers with the assistance of...
read moreActions & Outcomes in Sales & Service
Getting right to the point: the desired goal and outcome of sales, customer service and relationship management initiatives is improved profit. Profit growth results from retaining valuable customers and cost-optimizing customer service. Valued customers are acquired...
read moreMaking CRM Work
Gaining & Sustaining Competitive Advantage In the mid-1990’s, following the disappointing results of internally-focused Enterprise Resource Planning (ERP) and efficiency improvement initiatives, businesses across virtually all market segments began to realize the then...
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 to do anything is computer-enabled manual processing, but it is not automation. Nor is using fragmented and dis-integrated...
read moreSolutions for Performance Compensation.
For the workforce, consumers, supply chain, and distribution channels.