Great Leadership By Dan

JUNE 21, 2012

For 150 years, corporations, governments and militaries were built for up-and-down leadership, with incentives and rewards that discouraged cross-organization thinking and, in many cases, actually created or encouraged internal competition. There might even be incentives in place that discourage sharing.

Incentives 258

Incentives Agility Resources Follow-up 258

HR Digest

OCTOBER 17, 2020

At this moment, most organizations are focused on helping their customers and employees with immediate safety and security needs, recognizing the immediate short-term financial impact on their end goals. Household income and savings are ultra-low in most global markets. When it comes to short-term incentives….

Short-term 59

Short-term Committee Incentives Long-term 59

ExactHire - Leadership

FEBRUARY 24, 2022

You can increase engagement and reduce turnover by supporting your employees’ career development goals. Reexamine your incentive and rewards program. Revise employee incentives that encourage competition and conflict. Create a career development plan for employees. Create a mentorship program. Avoid Employee Conflict.

Tips 98

Tips Human Resources Software Training 98

HR Digest

OCTOBER 17, 2020

At this moment, most organizations are focused on helping their customers and employees with immediate safety and security needs, recognizing the immediate short-term financial impact on their end goals. Household income and savings are ultra-low in most global markets. When it comes to short-term incentives….

Short-term 52

Short-term Committee Incentives Long-term 52

N2Growth Blog

NOVEMBER 29, 2010

There is a tremendous amount of conflicting data as to whether or not incentive compensation in any form is an effective motivation tool. They must be relevant, meaningful, in alignment with cultural values, and tied to the right set of metrics. There are those who passionately argue for and against the merits of year-end bonuses.

Blog 325

Blog Metrics Brand CEO 325

LDRLB

AUGUST 24, 2011

Last January, GlaxoSmithKline announced it was eliminating its individual sales goals as an incentive compensation measure for sales representatives. Most believed it was just a public relations stunt to try and present themselves as the “good guys” in pharmaceutical marketing – focused solely on customer needs.

Pharmaceuticals 90

Pharmaceuticals Incentives Short-term Public Relations 90

LDRLB

AUGUST 24, 2011

Last January, GlaxoSmithKline announced it was eliminating its individual sales goals as an incentive compensation measure for sales representatives. Most believed it was just a public relations stunt to try and present themselves as the “good guys” in pharmaceutical marketing – focused solely on customer needs.

Pharmaceuticals 84

Pharmaceuticals Incentives Short-term Public Relations 84

Harvard Business Review

AUGUST 22, 2017

As a consequence, managers don’t have a clear sense of what is really driving sales in their business, while salespeople, who are inundated with dozens of metrics, get lost in the day-to-day noise. The challenge, of course, is to decide on the right metrics. Finding the right metrics isn’t the end of the story.

Metrics 10

Metrics Team Incentives Performance Review 10

Strategy Driven

DECEMBER 29, 2018

You will need to provide them access to metrics, statistics, analytics and every piece of data about the company. Establish SMART goals. This is a basic methodology for goal setting. It is critical to establish smart goals with your sales team in order for them to know what are you expecting from them. Measurable.

Motivation 51

Motivation Strategy Team How To 51

Harvard Business Review

MAY 6, 2016

Four hundred seventy-one companies in the S&P 500 bought back stock last year, and 372 companies expanded their dividends — actions undertaken in spite of the need to invest heavily to keep up with global market changes. The logical performance period for long-term incentives is one that matches those cycles.

Long-term 8

Long-term Incentives Short-term Management 8

Harvard Business Review

JUNE 13, 2016

No matter how you look at it, there have been terrible, unintended outcomes from the introduction and marketing of next-generation prescription opioids. How did the making and marketing of drugs like OxyContin go so terribly wrong? has quadrupled, according to the Centers for Disease Control and Prevention (CDC). .”

Incentives 8

Incentives Pharmaceuticals Crisis P&L 8

Harvard Business Review

MARCH 21, 2018

That’s because the “loyalty era” of marketing, as we’ve known it, is waning. It was built in part on the notion that consumers will keep buying the same things from you if you have the right incentives. To succeed in this era of relevance, marketers and companies must be continuously willing to abandon the old.

Loyalty 14

Loyalty Marketing Apparel Maslow 14

Harvard Business Review

AUGUST 17, 2017

Many of them responded by including quality metrics in their compensation incentives. As any compensation consultant will tell you, comp plans can address only so many metrics. So for a compensation committee to justify a new metric, it needs to have a strong business case. .”

Execution 11

Execution Metrics Long-term Incentives 11

Harvard Business Review

AUGUST 7, 2015

The distribution of customer workload and opportunity across the sales force has a direct impact on salespeople’s ability to meet customer needs, realize opportunities, and achieve sales goals. Is something wrong with the incentive compensation plan? So why do companies so often underestimate the value of territory design?

Team 8

Team Incentives Metrics Follow-up 8

Harvard Business Review

NOVEMBER 8, 2016

This is different than social media marketing , where a brand engages many, aiming to increase overall brand awareness or promote a specific product or service by producing content that users will share with their network. Salespeople should also collaborate with their social marketing counterparts to make the most of their social efforts.

B2B 18

B2B Forrester Media Content 18

Harvard Business Review

SEPTEMBER 8, 2011

If you're serious about creating a customer-driven culture, then you will certainly tie incentive compensation to customer feedback. Everyone knows incentive compensation can really focus people's attention. It can spur creativity and accelerate actions designed to meet important goals. It's the basis for their goals.

Incentives 14

Incentives Metrics Sample Survey 14

Harvard Business Review

APRIL 6, 2017

But Slack is generally aimed at the enterprise market and doesn’t specialize in intimate relationships. It’s proven hard to solve these problems partly because of metrics: It’s hard to identify and measure the factors that lead to high-quality information or connection.

Media 10

Media Quality Metrics Long-term 10

Harvard Business Review

JULY 19, 2018

For example, if a researcher wants to understand how employees respond to particular incentives, the results of a study measuring how undergraduate students in the U.S. respond to those incentives will have limited generalizability, and may not be at all relevant in most work contexts or in other cultures.

Metrics 11

Metrics Ethics Incentives Policies 11

Harvard Business Review

JANUARY 19, 2018

Ideally, organizations would do more to foster career development: encourage more immediate feedback, develop clear performance criteria, deliver developmental feedback with clarity and tact, and provide both resources and incentives for making employee development a priority for managers. What are job goals and key success metrics?

Career 15

Career Development Company Supply Chain 15

Harvard Business Review

JULY 12, 2018

We can’t always match market salaries, but we need exceptional (read: expensive) talent in order to build from scratch. When we’re hiring someone who has a hard-to-match base salary at their current employer, we cushion our offer with a lucrative bonus structure, commission pay, or other performance incentives.

Strategy 11

Strategy Incentives Policies Banking 11

Harvard Business Review

SEPTEMBER 22, 2011

More and more companies are tying incentive pay to customer metrics. Pep Boys, a US auto parts store chain, reports in its proxy statement that customer metrics are now an important part of its executive compensation system. The payoff from linking incentives to customer feedback can be significant. Don't do that!

Incentives 10

Incentives Sample Customer Loyalty Metrics 10

Harvard Business Review

AUGUST 24, 2016

The problem is that CRM’s purported goals are vastly different from the way it usually functions in real life. For most organizations, it’s calibrated to drive sales, which means sales conversions are the primary metric it follows. Measuring Marketing Insights. Assigning metrics that measure relationship activity.

CRM 8

CRM Execution CTO Metrics 8

Harvard Business Review

NOVEMBER 13, 2012

Incentives : motivate high levels of the right sales activity. focus more effort on specific market segments), tweaks to sales force size or structure (e.g. close a vacant territory in a low growth market) or small modifications to hiring profiles (e.g. Training and coaching : help salespeople develop the competencies they need.

Market Segmentation 15

Market Segmentation Incentives Short-term Tools 15

Harvard Business Review

FEBRUARY 15, 2016

If salespeople aren’t clear about which markets and products are priorities, they’ll create their own rules about how to spend time. ” Coaching, performance management, and sales goals reinforce communication, while metrics track performance: “What gets measured gets done.”

Incentives 8

Incentives Metrics Construction Competitive Advantage 8

Harvard Business Review

MAY 2, 2011

His goal is to foster change, opening up often-denied paths to young girls by providing them education. Make sure the metrics reinforce the goals. When you're trying to push for an intangible goal (e.g. education), it makes sense to help show progress by focusing on concrete metrics (e.g.

Metrics 12

Metrics Education Software Tools 12

Harvard Business Review

JANUARY 28, 2015

Develop a shared vocabulary and shared metrics. When CMOs and COOs talk about the customer decision journey, that language needs to be translated into metrics and key performance indicators (KPIs) that more accurately measure progress. Build a structure for collaboration.

COO 8

COO Planning Metrics Call Center 8

Harvard Business Review

APRIL 5, 2012

If you spend much time around salespeople, it won't take long before you hear them griping about the issue that is the profession's biggest trouble spot: disagreement over the market potential of a group of accounts or a territory. In exit interviews, the people who leave imply they don't have enough market potential to succeed.".

Retail 9

Retail Incentives Tactics Pharmaceuticals 9

Harvard Business Review

DECEMBER 7, 2017

All investment practices will consider environmental, social, and governance (ESG) metrics because some of those metrics are financially material, meaning decision-useful pieces of information. In both cases, social and environmental metrics matter for the business’s financial success.

Supply Chain 8

Supply Chain Asset Management Chemicals Long-term 8

N2Growth Blog

NOVEMBER 23, 2010

Case in point is Wal-Mart CEO, Lee Scott, who is so concerned with diversity mandates that Wal-Mart officers are held financially accountable by tying officer incentive bonuses to achieving diversity goals. Interesting points about the metrics involved – good feedback for women leaderhsip bloggers.

Diversity 296

Diversity Blog Leadership Learning-by-Doing 296

Harvard Business Review

DECEMBER 21, 2011

Marketing designs the promotional campaign. A sales model that pays salespeople almost entirely on commission and gives them exclusive "ownership" of customers often works for a while for products in unsaturated markets. Your R&D group develops a unique new product. Manufacturing produces it. Your sales force is ready to execute. "We

Company 14

Company Market Penetration Long-term Short-term 14

Harvard Business Review

MARCH 10, 2017

We’ll focus on how the software helps to clarify three situations: design of the sales coverage model, alignment of sales resources to market opportunity, and identification and widespread adoption of the behaviors with the strongest positive influence on sales performance. Aligning Sales Priorities and Incentives.

Software 10

Software Metrics CRM B2B 10

Harvard Business Review

DECEMBER 29, 2016

More often the dilemmas were the result of competing interests, misaligned incentives, clashing cultures. Leaders in the study reported having to implement staff reduction targets, dispose of big businesses in major markets, and lead mergers and acquisitions. Incentives and pressure to inflate achievement of targets.

Ethics 11

Ethics Company Emotional Intelligence Short-term 11

Harvard Business Review

MARCH 3, 2015

” Companies measure the market results of their sales investments. Consider: The most common metrics for evaluating social media are likes, tweets, reviews, and click-through-rates (CTRs) for online ads — not cause-and-effect links between the medium and market results.

Media 8

Media Advertising Public Relations Forrester 8

Harvard Business Review

NOVEMBER 14, 2016

These may be as simple as “reduce year-over-year health care spending” or as specific as “help employees with chronic disease improve medication adherence” Metrics. These solutions are new to market and some of them may not be included in the standard offerings of your health insurer or third-party administrator.

Health Care 8

Health Care Cost Technology Peer Review 8

Harvard Business Review

APRIL 8, 2015

But in truth businesses rarely focus on only profitability; most strive to satisfy various stakeholders and meet the goals of balanced scorecards. Growth: A TV cable company offers special subscription plans for new customers, aiming to achieve a strong market position within 24 months.

Balanced Scorecard 8

Balanced Scorecard Company Price KPI 8

Harvard Business Review

JANUARY 26, 2012

Step 1: Establish a common understanding of culture and metrics for it. Ask the top team of any company what their highest priority business goals are and you will likely hear answers like "increase market share by 10 percent" or "reduce costs by 15 percent."

Banking 15

Banking Competitive Advantage Incentives Metrics 15

Harvard Business Review

MARCH 8, 2012

How about ending homelessness, transforming our public education system, curing several major diseases, achieving the Millennium Development Goals, and eradicating a few other big social problems. Market forces have brought a flood of protease inhibitors to developing countries, he points out. No goal and no deadline, plain and simple.

Committee 14

Committee Tactics Goal Strategic Planning 14