by Dr Lisa | Elliott Jaques, felt fair pay, Management Skills Blog, tec, time span of discretion, tom foster, vistage
Q5 Dr Lisa: Could you explain about the “felt fair pay” curve for the time span of discretion that is universal across cultures, currencies and continents? Tom: Felt-Fair-Pay is probably the most controversial, yet scientifically documented finding in the research of...
by Dr Lisa | best efforts contract, incentives, mafia offer, management incentives, Management Skills Blog, tom foster, vistage
Q3 Dr Lisa: As you know we recommend against most incentive or bonus programs. How does the prevailing belief by Western management that incentives are effective relate to the “best efforts” contract? Tom: Yes, incentives are effective. They are most effective at...
by Dr Lisa | buy-in process, eli goldratt, poogi, the goal eliyahu m goldratt, theory of constraints, vistage
We are continuing our series based on The Goal by Eliyahu M Goldratt and the Theory of Constraints. {This series was co-written with Brad Stillahn.} The detailed buy-in process is: 1. Agree on the problem(s) 2. Agree on the direction of the solution 3. Agree that the...
by Dr Lisa | dbr to sales, drum buffer rope sales, Reengineering the Sales Process, sale funnel management, sales funnel management, the cash machine, the goal eliyahu m goldratt, theory of constraints, vistage
We are continuing our series based on The Goal by Eliyahu M Goldratt and the Theory of Constraints. There is probably at least one step in your sales funnel that is more expensive or uses more highly trained personnel. If so, that step can be managed just like a...
by Dr Lisa | define sales process, goldratt, machine shops, mafia offer, poogi, sales funnel management, the goal eliyahu m goldratt, theory of constraints, vistage
We are continuing our series based on The Goal by Eliyahu M Goldratt and the Theory of Constraints. {This series was co-written with Brad Stillahn.} To describe sales as a process, we must define the steps of the process. Of course, these may vary somewhat between...
