If It Can Be Measured, It Can Be Manipulated

All aboard the metrics-go-round! Ready, managers? Here’s how it works: You set goals and create measurements (“metrics”) for your people’s behavior. Of course you tie their pay, performance evaluations; indeed their continued employment to hitting your numbers. Of course! Some of your people dive into hitting these goals with gusto. Some figure out the metrics […] Read moreRead More»

The Business Heretic’s Library vol. 1

  “There are lies, damned lies, and statistics.” – Benjamin Disraeli (anticipating Nassim Taleb’s book by over a century.) Leaders are readers. Ever hear that one?* Beware, though: what you read is just as important as the fact that you’re reading at all. I’m often asked what I read, probably because I make no secret […] Read moreRead More»

Can You “Adapt” Like Richard Branson?

I’m not a fan-boy by nature – leaders are real people, and they’re all imperfect. I just don’t have it in me to fawn over another person’s brilliance, at least not more than a little. Respect? Absolutely. Even admire. But the very concept of celebrity seems a silly conceit to me. Having said that, I’ve […] Read moreRead More»

Does Money Really Motivate Sales Stars?

In his book Drive, The Surprising Truth About What Motivates Us, as in the must see-video below, author Dan Pink doesn’t address the time-honored doctrine of the money-motivated sales hero. That doctrine goes thus: Sure, maybe the rest of us would prefer to work for its own sake as long as it’s stimulating and we’re paying […] Read moreRead More»

Why Your Employees Hate Your CRM

How do your people feel about your Customer Relationship Management software (CRM for short)? Regardless of the company, their role, or the particular product, I’ve found there are two factors influencing employee sentiment on CRM. The first is easy: they love it or hate it based on its functionality. Let’s assume that your CRM is […] Read moreRead More»

  • There’s a more human way to do business.

    In the Social Age, it’s how we engage with customers, collaborators and strategic partners that matters; it’s how we create workplace optimism that sets us apart; it’s how we recruit, retain (and repel) employees that becomes our differentiator. This isn’t a “people first, profits second” movement, but a “profits as a direct result of putting people first” movement.

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