In all three cases, managers got what we asked for, but not what we wanted. In the second example, I managed the team to a set of numbers that did not fully capture what I wanted. For many products, metrics often describe the customer acquisition goal in enough detail to provide sufficient management guidance. Let’s take a look. MORE >>

Professional sales management forecasting techniques can help eliminate emotion and excitement ("We had such a good meeting, I know they are going to buy!") As a first time CEO or manager, a managing a sales pipeline by sales stage can improve forecast accuracy. out of the process. Closed (100% - purchase order in house!) MORE >>

The Three Functions of a Management Team. We concluded that the day was as it should have been – a good mix of what I will now articulate as the three main functions of a management team.  Business Human Resources Leadership Management Return Path management team opportunities problemsWas it a good day or a bad day?  MORE >>

How to Wow Your Manager. Now I am going to discuss the converse of that – How to Wow your Manager.  Why Wow your manager?  When you are asking your manager to communicate something (an email to the team, a reference letter, etc.), Culture Leadership Management return pathWhat impact does a Wow have?  MORE >>

In theory, they want a well-managed company with a great culture. Similarly, a high quality Human Resources organization cannot make you a well-managed company with a great culture, but it can tell you when you and your managers are not getting the job done. Is your management team world-class in all phases? Compensation. MORE >>