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Actionable insights from across the Cranfield network

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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...


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Tags: leadership, featured leadership, featured sidebar all,

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...


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Tags: leadership, featured leadership, featured sidebar all,

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...


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Tags: leadership, featured leadership, featured sidebar all,

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...


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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

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


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

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...


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

Managing and Measuring Sales Performance

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


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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

 

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


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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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