The best way to fill your organisation with liars… Is to set up an incentive scheme. I guarantee at least two deceptions: The first deceit The lying starts with the debate about the target: What service level can you meet? What can you shave off your budget? How much extra can you sell? 10%? 20%? 30%? If someone has a bonus […]
What Gets Measured Gets Done
You show me how I will be measured… … And I will show you how I will behave We all know it’s true. There is scientific evidence to prove it. If you set someone a goal they will try to hit it. It is so effective that measurement and target setting have become the number 1 […]
Free Gym Membership Anyone?
Morale is low… It is a big problem, staff turnover is high, skills and expertise are walking out of the door at an alarming rate and my business is heading for a melt-down. Two solutions have been put forward: Solution 1. 1. Review the benefits package, make it more competitive. Do some job matching and pay over […]
Are Sales Incentives a Good Thing?
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 […]
Stupid and Painful
Process improvement is about taking stupid stuff out I might just have said this before… It is not about adding more controls It is not about adding handoffs to specialist groups It is not about adding measures, checks and balances Process improvement is about taking out the stupid stuff. Stupid stuff that gets in the […]