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Sales Performance Management 101

What’s your view of Performance Management in the Sales arena as a HR Pro?   Make the number or you’re fired like Alec Baldwin in Glengarry Glen Ross?  If you haven’t seen this movie, rent it now.  But I digress… While everyone knows that sales reps who don’t hit the number aren’t long for the job, Performance Management for Sales reps […]

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What is a Goal?

Good question. And considering how important goals are in every aspect of our lives it is surprising how many people don’t really understand what a goal is. I would say this is the most important thing every manager needs to thoroughly understand. If you get this and act accordingly you are on your way to being head and shoulders above […]

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The Choice is Your’s – MBOs or Innovation in Performance Management?

You’re putting together a performance management system. In doing that, your company wants people that do more than make the trains run on time.  You want ideas. You want stuff that you didn’t expect.  With that in mind, which of the following would you rather have as a means to force the highest % of your employees to think about […]

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How to Set Goals Within Reach [And What to do Next]

Setting goals is a great way to measure our improvement and to keep us on track. That’s why it’s important to set goals for yourself and your business. If you haven’t already, start thinking of a couple big picture goals for 2016. What do you believe your company is capable of accomplishing this year? Once you determine goals for the […]

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