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Sales Performance gauge

Traffic Lights redux

As I’m done bashing MBOs for now, I might as well revisit my concern with the ubiquitous red/yellow/green traffic light metaphor. While the metaphor is intended as a simple summary of performance (green = good, red = not good), for most business situations three levels of performance are not enough to truly judge results. A…

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Measuring innovation

An article in Industrial Market Trends alerted me to the Goldense Group, Inc. 2008 Product Development Metrics Survey of the top 10 R&D metrics used by industry: R&D spending as a percentage of sales (77 percent); Total patents filed/pending/awarded/rejected (61 percent); Total R&D headcount (59 percent) Current-year percentage sales due to new products released in the…

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CFO turnover subsides

Financial Week must be a little bit schizophrenic.  A Sept 1, 2008 article titled “CFO turnover hits a record high” stated that, according to Crist Kolder Associates: CFO volatility—a measure of how often an executive leaves his or her finance post—reached its highest level in 13 years in 2007, with 128 CFOs departing their jobs,…

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Analysts on Strategy Management

Readers of this blog will know that I have a deep affinity for a portion of Performance Management that has come to be known as Strategy Management.  The most obvious explanation for my passion is the fact that I ran a company often cited as pushing the envelope in strategy management.  However, I’ve also always…

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Holiday week ramblings

Some thoughts on several recent postings to kick off your hoiday week. (A) Barry suggests Four Questions To Ask When Building Your First Strategy Map:  What’s the advantage that differentiates us from our competitors? What are the three most important things we need to measure to drive that advantage? What are the three most significant gaps…

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Performance Anxiety

Bernard Marr must be a believer in my theory that catchy headlines promote increased readership.  How else to explain that the long-time performance management guru resorted to the titillating title “Performance Anxiety” for an otherwise solid article on the potential perils of poorly implemented performance systems?   Bernard observes that “performance management initiatives were often…

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Measuring (Lack of) CRM Usage

One of the most common complaints about customer relationship management (CRM) systems is that the individual reps don’t use them.  This isn’t very surprising to me, as many deployments are designed to give visibility to management or to streamline the ops person’s ability to forecast, rather than to add value to the individual rep. Organizations…

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Predictions, redux

Even though my recent post on BI predictions is still generating higher-than-normal traffic, I assumed that the annual season of prognostication had died down; after all, it’s already Feb.  But over on the BI Questions Blog, Timo strays from declaring the death of One Version of the Truth to provide some suggestions that BI/PM vendors…

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Am I A Blogger?

I ran into James Governor at SAP’s Influencer Summit this week.  As he points out in the comments on my inaugural post, James was the chief hassler to get me started on this blog.  In the interim, he’s been both wildly supportive and correctly critical. Not surprisingly, we had an engaging and fascinating conversation about…

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There Is ROI In Nagging

Picking a controversial or intruiging title for a blog post is a pretty good way to encourage more people to read it.  Gary seems to be following this strategy when he titled his latest post “From Nag to Wag – Why Performance Management Now?”  And it worked… when the title appeared in my feedreader, I…

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