
It’s Time to Fine-Tune Performance Management
HBR IdeaCast
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Rethinking Sales Performance and Collaboration
This chapter examines the pitfalls companies encounter in their collaboration and sales motivation strategies, stressing the significance of a customer-centric approach. It highlights the need to prioritize genuine value creation over traditional sales metrics, fostering meaningful client relationships. Additionally, the chapter explores the evolution of performance management systems and the importance of balancing quantitative and qualitative metrics to encourage collaboration and strategic engagement.
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