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What If Companies Managed People as Carefully as They Manage Money?

Harvard Business Review

Finding, developing, and retaining this talent is hard — so much so that the business press refers to a “war” for talent. A veritable alphabet soup (ROA, RONA, ROIC, ROCE, IRR, MVA, APV, and the like) exists to measure our financial capital. Time, whether measured by hours in a day or days in a career, is finite.

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Don’t Turn Your Sales Team Loose Without a Strategy

Harvard Business Review

To borrow a telecom industry metaphor, a deal with a customer is the “last mile” in connecting any strategy with business development efforts and marketplace results. The first component of a Deal Profile is figuring out how to define success. But a market never buys anything. Only customers buy.