- 名称：Performance Management:Enhancing Execution Through a Culture of Dialogue
- 类型：绩效考核
- 大小：50.0 KB
- 更新时间：05-02 19:25:02
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《Performance Management:Enhancing Execution Through a Culture of Dialogue》下载简介
PeterisChiefExecutiveOfficerforamedicalsupplymultinationalthatrecentlycraftedanewstrategytocountercompetitivethreats.Theplanstressedtheneedtocutcycletimeconcentratesalesonhigher-marginproductsanddevelopnewmarkets.
FourmonthsaftercirculatingtheplanPeterdida“walkaround”toseehowthingsweregoing.Hewasappalled.EverywherePeterturnedpeopledepartments—wholebusinessunits—simplydidn’t“getit.”
Firstsurprise:Engineering.Thegrouphadcutproductdesigntime30%meetingitsgoaltoincreasespeed-to-market.Good.ThenPeteraskedhowmanufacturingwouldbeaffected.Itturnedoutthenewdesignwouldtakemuchmoretimetomake.Totalcycletimeactuallyincreased.“Ourstrategicplanmessageisnotreallygettingthrough”Peterthought.
Secondsurprise:Sales.Thenewstrategycalledforashift—emphasizehighmarginsalesratherthatpushingproductdownthepipelineasfastaspossible.ButjustabouteverysalespersonPeterspoketowasmakingtransactionalsalestohigh-volumecustomers;hardlyanyonewasbuildingrelationshipswiththemostprofitableprospects.Salesisdoingjustwhatit’salwaysdonePeterthought.
Worstsurprise:Evenhistopteamthepeoplewho’dhelpedhimcraftthestrategywasnotstickingtoplan.Peteraskedateammember:“Whyareyouspendingallyourtimemakingsurethenewmachineryisworkinginsteadofdevelopingnewmarkets?”
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