Category Archives: Performance Management

Why Does Management Get Setting Annual Sales Targets So Wrong

One of the major success drivers of sales performance can be measured by the amount of ownership salespeople have for their targets. The logic is inescapable; if salespeople really own their numbers then they will work tirelessly to achieve them. The opposite is also true, if they don’t own the numbers they will spend all… Read More »

How To Hard Wire Improved Sales Performance Into Your Organisation

Every business would like to improve its sales performance.  That being the case, why do most sales organisations struggle to do anything more than just exhort their sales people to do better?  The fundamental problem lies with a lack of rigour and understanding around the relationship of cause and effect. What are the inputs that… Read More »

Five Steps To Improved Sales Performance Into Your Organisation

Every business would like to improve its sales performance. That being the case, why do most sales organisations struggle to do anything more than just exhort their sales people to do better? The fundamental problem lies with a lack of rigour and understanding around the relationship of cause and effect. What are the inputs that… Read More »

Be Careful, Your Prejudices Are On Show

You cannot understand others unless you understand yourself. Self awareness and personal insight increases perception and sensitivity towards others. A way of observing managers who have little self awareness is to look at whom they are close to at work and who they are not, often showing their prejudices in revealing ways. Take the building… Read More »

Performance Management: Let’s Start At Your Beginning

Performance Management is a hot topic in many organisations as they struggle to define themselves as high performing businesses. The difficulty many face is that the organisation holds many different views about what performance management means and different parts of the business deliver performance management differently. This can mean that more time is spent discussing… Read More »

Pragmatism Or A Lack Of Integrity?

Your organisation needs to change shape, whether that’s due to economic circumstances or because of a change of strategy. This can mean cutting back on the work force. In such circumstances, how do you approach redundancy issues? This article isn’t about following due process, which is relatively straightforward, but about the practice of using redundancy… Read More »

Transformational Leadership – Unlocking Leadership Potential Across Your Organisation

Organisations are now in a permanently turbulent change state, the days of the status quo are over. Transformational leadership is the most effective response; it effectively positions you for the future and increases your capacity to deal with the challenges of today. Unfortunately, many organisations are still over-managed and under-led, with no real process for… Read More »

Performance Management At Christmas

How come Christmas always works? The answer is Father Christmas’s Performance Management System is built on fundamental best practice principles. Key Performance Indicators (KPIs) Built around SMART objectives, right present, right person, right house, right day. Right first time with just in time delivery.. Critical Success Factors (CSFs) All activities tested against fit for purpose… Read More »

What We’re Reading: The Secret Life Of The Corporate Jester

With Christmas fast approaching we find ourselves at crowded dinner tables talking and laughing with friends and family. Just as at work we have expectations of people in our social circles. There’s the worried ones who constantly express concerns about everything going smoothly, the capable ones making sure that everything does, the good humour people… Read More »

What We’re Reading – The Leadership Pipeline: How to Build the Leadership Powered Company

Title: The Leadership Pipeline: How to Build the Leadership Powered CompanyAuthor: Ram Charan, Stephen Drotter, James NoelPublisher: Jossey Bass Wiley (16 Jan 2001)ISBN: 0787951722Price: £11.89Reviewer: Claudine McClean A re-read this month of a modern leadership classic. The Leadership Pipeline looks at how successful companies work to create their own leaders from within the business. Yet… Read More »