Henry Ford was rumored to have said, "The customer is welcome to buy a car in … [Read more...]
Stop Giving Customers Choices!
Reality (Sometimes) Sucks! Posted on March, 2014
Try as we might, sometimes we just can't make our goals or commitments. … [Read more...]
What's Your Special Number? Posted on February, 2014
I spend a lot of time writing about metrics and performance management. It's … [Read more...]
Do You Really Understand Your Numbers? Posted on February, 2014
As sales people and managers, we are often obsessed with the "numbers." There … [Read more...]
You're Fired!! Posted on February, 2014
Matt Heinz wrote a terrific piece, How To Fire Someone With Dignity, Grace, And … [Read more...]
Pipeline Games Posted on February, 2014
I'm always amused by the games that go on as managers conduct pipeline and … [Read more...]
What's The Deal? Posted on January, 2014
The other day I had one of those Abbot and Costello "Who's On First" moments. I … [Read more...]
Do You Deserve To Be A Manager? Posted on January, 2014
I read a great post in HBR, If You're Not Helping People Develop, You're Not … [Read more...]
Reclaiming The Performance Planning Process Posted on January, 2014
I recently wrote a post: Poor Performers Probably Don't Know. It kicked off a … [Read more...]
Pay For Performance Posted on January, 2014
As is usual this time of year, I've been involved in lots of discussions of … [Read more...]
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