AIHR

NOVEMBER 28, 2022

Performance conversations can be uncomfortable: HR has an important role to play in this regard, first by laying down clear expectations around what a PIP is and what it can achieve (in a positive light) and then in supporting managers with the right tools and talking points to guide the process. Example 5: Consistently missed sales targets.

Metrics 126

Metrics Implementation Sales Sales 126

Harvard Business Review

AUGUST 22, 2017

But today’s sales technologies enable companies to measure almost anything, which leads many managers to try to measure everything. As a consequence, managers don’t have a clear sense of what is really driving sales in their business, while salespeople, who are inundated with dozens of metrics, get lost in the day-to-day noise.

Metrics 14

Metrics Sales Sales Sales Funnel 14

Harvard Business Review

DECEMBER 15, 2015

Either directly in meetings or implicitly in their compensation plans, they basically tell their sales forces to “Go forth and multiply!” ” In other words, the sales force gets better and better at striking deals that more customers value less and less. Creating the right sales processes and incentives.

Sales 14

Sales Sales Hospitality Accounts Payable 14