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A sales force free of targets, KPIs and commissions in order to pursue high performance

October 21, 2015by twcconsult Leave a comment

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, […]

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The Truth about the Key Performance Indicator – KPI

October 20, 2015by twcconsult Leave a comment

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 […]

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The folly of managing performance of sales people through sales targets and commission payments

October 12, 2015by twcconsult Leave a comment

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 […]

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The Risks of Risk Management – Caveat Emptor

March 20, 2015by twcconsult Leave a comment

Risk Management is a hot topic. Risk managers are in great demand. Life is good. Or so it seems. Reality unfortunately intervenes. The problem with risk management is that is […]

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Prejudice at the workplace – is diversity management the right answer?

March 6, 2015by twcconsult Leave a comment

Let us start by agreeing what we are actually talking about here.  The definition of prejudice according to Merriam Webster: 1:  injury or damage resulting from some judgment or action of another […]

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Why do people behave in the way they do?

February 25, 2015by twcconsult Leave a comment

Why do people behave the way they do? Okay, we want to limit ourselves here to behavior in organizations. There is the reoccurring discussion of the ‘one bad apple’ that […]

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Motivation vs Rewards

February 16, 2015by twcconsult Leave a comment

Rewards especially in their linkage to motivation are definitely critical topics and defy an all-encompassing or easy answer. What ultimately motivates people can be as individual as people and totally […]

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Leadership Assessments? Boon or bane?

February 10, 2015by twcconsult Leave a comment

A leader per se is a title of authority. The leader of a country or an organization is represented by the person of the highest executive authority in the respective […]

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About the folly of creating Leaders

February 6, 2015by twcconsult Leave a comment

Consultants, Talent Managers and ‘academia’ are completely sold on and preoccupied with turning promising young talent into ‘Leaders’ and they are causing considerable harm with this. Every consultant worth his/her salt seems […]

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Dodgy Government

January 4, 2013by twcconsult Leave a comment

Companies with dodgy management resemble countries with dodgy government to the point. In order to ‘rally the troops (=populace)’ they need to highlight external forces as their major threat to well-being: […]

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