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»

You and Your People: Very Different Motivations

I was speaking this week with a friend who said something interesting. “My company cracks me up – they just refuse to get it!” she said. “I’ve been here for 10 years. I do my job very well, as you know – and I don’t want to move up in the organization! I just want […] 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»

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