Should you incentivise your sales staff? It is widely known that if you want to drive sales you need to incentivise your staff. Sales men are a mercenary lot and they only respond to cash. Paying out large sales incentives is the default option. Yet a few companies that don’t believe in individual incentives. Instead, they […]
Archives for 2014
The “A” Team
The escalation What do you do when things get out of hand? When your staff are bombarded with queries that they can’t handle? There are two lines of thought… Management Model 1: First split your staff into two pools, the experienced people who know what they are doing and the less so (who presumably don’t) […]
The Sure Thing
Pain and despair Imagine you run a servicing centre. You have a staff of 100 who fill in forms to order things for customers. Maybe they process applications Maybe they fill in patient’s details Maybe they capture the details of car repairs You get the gist of it… Lots of people, lots of information and lots of screw […]
Books Won’t Make You Clever
Correlation does not imply causation There is an apocryphal tale about an inner city education department in the American Mid West. In their efforts to increase children’s performance they commissioned an extensive study of the socioeconomic environment their students were raised in, to see what impact it had on a child’s educational prospects. The study delivered […]
A Splendid Waste of Time
Is management by wandering around a good thing? I was talking to a friend of mine today. He used to work for the Royal Navy. He navigated ships in his 20’s. Apparently getting H.M.S. Ocean around the Isle of White and into the Solent without sinking some fool in a yacht is no mean feat. Particularly […]
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