High-performing sales organizations employ a more structured sales process. Forty-eight percent of the participants from underperforming sales organizations indicated they had nonexistent or informal structured sales processes compared to only 29% from high performing sales organizations. MORE

Forty-four percent of underperforming sales managers indicated they had a nonexistent or an informal structured sales process. Every salesperson knows the quality of their sales manager will have a profound impact on their own success. A recent study I conducted proves this point. Sixty-nine percent of salespeople who exceeded their annual quota rated their sales manager as being excellent or above average. MORE

The social distance that separates individuals from those in positions of authority, whether in a formal or more informal structure, defiined by gender, age or cultural differences. Hiring diverse teams and then hoping for the best is not enough. MORE

has all the ingredients to make a boss for the times who has leadership,mentoring,empathy,sensibility,behavioural approaches,task orientation and alignment with organisation based on a situational leadership attitude and organic communication styles with a combination of informal structures thanks Sureshkumar,Adviser,NIIST,CSIR,INDIA Barry Dalton November 9, 2009 at 10:14 am Terry – I just read this post 3 times its so damn good! MORE

As business became more complex, these rigid structures grew increasingly untenable and so management theorists began to look for another way— matrixed organizations. The truth is that networks are informal structures. Organizational structure MORE

For example, in today’s leadership, the informal aspects of leadership are as important as the formal aspects of leadership. In addition to systems and structures – for a leader to be successful today – leaders must engage a team on personal levels. MORE

There are three types of approaches that can help: priming ; reorganized structures and systems ; and new forms of accountability. Are these grounded in solid information or are they simply your interpretations?” MORE