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    The Performance Project: Performance at the Edge
    By Pippa Bourne On September 2, 2019

    The Performance Project: Performance at the Edge

    When you think about F1 motor racing, what comes to mind? Perhaps you think about the noise of the cars, that powerful deep roar...


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    Tags: leadership, featured leadership, featured sidebar all,

    Recession? Is it time to prepare for hard times to come?
    By professor mike bourne On July 9, 2019

    Recession? Is it time to prepare for hard times to come?

    The fall in the retail sales figures in May could be a one off blip (or common cause variation) but given the slower growth in...


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    Tags: leadership, featured leadership, featured sidebar all,

    Elephants & Performance Measurement and Management
    By Pippa Bourne On June 10, 2019

    Elephants & Performance Measurement and Management

    “Performance measurement is really all about finance. Right?” Someone said this to me recently at a meeting I attended and it...


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    Tags: leadership, featured leadership, featured sidebar all,

    Living with the uncertainty of Brexit - 3 steps to execution
    By professor mike bourne On January 14, 2019

    Living with the uncertainty of Brexit - 3 steps to execution

    What will be the outcome of Brexit? We still don’t know and some of the repercussions will run on for years. So what can we do...


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    Tags: leadership, featured leadership, featured sidebar all,

    A ten-step framework for setting effective sales targets
    By Dr Javier Marcos & Dr Monica Franco-Santos On December 6, 2018

    A ten-step framework for setting effective sales targets

    Most organisations already have some of the elements of this framework, but it is rare to find a sales target system that...


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    Tags: Cranfield School of Management, featured learning, featured leadership,

    Setting Effective Sales Targets
    By Dr Javier Marcos & Dr Monica Franco-Santos On November 29, 2018

    Setting Effective Sales Targets

    Sales targets are extensively used by sales organisations to help achieve a ‘desired’, ‘promised’, ‘minimum’, or ‘aspirational’...


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    Tags: Cranfield School of Management, featured learning, featured leadership,

    Motivating and Rewarding the Sales Force
    By Dr Javier Marcos & Dr Monica Franco-Santos On November 21, 2018

    Motivating and Rewarding the Sales Force

    Motivating your sales force is a critical component of sales force management, given its profound effect on people’s behaviour...


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    Tags: Cranfield School of Management, featured learning, featured leadership,

    Managing and Measuring Sales Performance
    By Dr Javier Marcos & Dr Monica Franco-Santos On November 12, 2018

    Managing and Measuring Sales Performance

    Sales organisation’s face many dilemmas when managing and measuring sales performance. Sales people may be doing the right thing...


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    Tags: Cranfield School of Management, featured learning, featured leadership,

    It's not all about the money: Why the key to business performance is not to over-emphasise the financials
    By professor mike bourne On July 30, 2018

    It's not all about the money: Why the key to business performance is not to over-emphasise the financials

    Where to focus their attention is an important strategic issue for companies, and one that needs active consideration. Are you...


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    Tags: leadership, featured leadership, featured sidebar all,

    The dark side of performance measurement
    By Professor Andrey Pavlov On September 26, 2017

    The dark side of performance measurement

    Just a couple of years ago, Lloyds Banking Group was fined a record £28m for operating a system of targets and incentives that...


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    Tags: Cranfield School of Management, leadership, leadership power,

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