To avoid misunderstandings, we have to explain better the point of report the mistakes of other people. In some activities like turnaround, reporting mistakes is important in order to explain why we must change and being able to track the benefits…
Annual Budget: Are You Using Budget As a Real Strategic Execution Tool?
People and structure must be reviewed In many companies the people review process leading for Human Resources is not 100% connected with the budget process. Probably because there are still companies that in their understanding budget process is a “pure financial”…
How to Grow Your Business. Why Do B2B Firms Fail to Grow? Sales and Marketing Turnaround
In which marketing stage is your company? “Just” a good Sales Rep in the position of Sales Director Sometimes firms assume that functional competence of a sales rep is enough to lead a sales department. The leading competence is assumed too…
Human Resources Myopic: How Firms Are Losing the Human Capital Battle
In 2014 the Spanish football league champion has been Atletico de Madrid. How is a club with just the 30% of the budget of Real Madrid and Barcelona able to over perform those huge teams? The answer could be playing like…
Analyzing B2B Sales Profiles: Who Are You?
Nowadays closing large and complex deals in B2B is getting harder and harder for sales staff. Large firms in order to guarantee the best deal in important purchases are creating robust procurement teams, hiring well prepared professionals from specialized industries (e.g….
Creative Destruction in Human Resources: Creating High Performance Teams with the 20–70–10 Rule
We should ask ourselves a few key questions in order to know if the tool is adding value or not to our organization: Can our companies allow itself to maintain poor performers? Nowadays markets globalization, weaker economic drivers, intense competition, product…
How Does Top Management Make Decisions?
Bain & Company explains that participative styles improves decision quality because takes advantage from collaborative styles that at the same time get employees engagement via participation. Additionally the decision-making process is accelerated because just one person takes responsibility for each decision…
From Value Chain and Processes to Strategy Execution
Primary processes (CRM and SCM) must be managed with a holistic approach: Those processes involve: different activities, value deployment, people management, and so on. Many initiatives are going to be launched from these processes involving other areas. This does not mean…
How Important Must the SCM Function Be?
Thus, having a robust SCM function is a key cornerstone to compete nowadays. CEOs must realize of the full potential of having an important and integrated SCM function rather than breaking the SCM ideas in several departments with the risk of…
Sales Department Analysis (B2B)
A few common mistakes in sales departments regarding staff profile Not having Farmers: So not having customer loyalty strategy or not properly implemented. Having Farmers but manage everybody as Hunters or Soldiers: In this case probably we are not taking advantage of…