The sales bonus scheme may be costing you (or earning you) a lot but it may be a waste of money. So argue Zoltners, Sinha and Lorimer in the Journal of Personal Selling &am... cmria.com/operators/217-dont-use-incentives-for-complex-selling/
To deal with office politics, Kathryn Heath, writing in HBR Digital (2015), offers a scenario planning approach used by an energy industry executive. His multinational orga... cmria.com/operators/230-plan-for-the-politics/
Research warns against letting the team turn up, ready to rumble, without a clear sense of what are the goals and expectations of the strategy offsite/awayday/annual thinkf... cmria.com/operators/213-ensure-everyone-is-clear-about-the-workshop-goals-and-focus-on-real/
