A matter of culture – and circumstance
‘But our people do not want to make decisions. Our people do not want to take responsibility’ Recently we heard these statements from a CEO in a round-table discussion, again. […]
Monthly Archives: October 2015
A sales force free of targets, KPIs and commissions in order to pursue high performance
In a previous post we lambasted the practice of trying to manage sales environments with targets, KPIs, and commission payments. And we also promised to outline an alternative. So, here we go. For an alternative environment, […]
The Truth about the Key Performance Indicator – KPI
The only legitimate use and application of a KPI in one sentence? – Work to the best of your capabilities, using your requisite competencies, while continuously improving your processes and […]
The folly of managing performance of sales people through sales targets and commission payments
Sales targets and sales commissions combine two of the oldest and worst follies of management wisdom on performance of organizations – managing/measuring performance with targets or KPIs and managing/improving performance […]
