When a client says their organization wants to increase sales, my first question is Why, aka What are you really after? My second is How? We looked at these questions in more detail in this previous post. The answers frame the selection of the right revenue growth metrics and key performance indices...
SMART Goals in Action Last week's article demonstrated how good intentions are just not enough when setting goals. SMART goals (Specific, Measurable, Achievable, Realistic, Timely) are very popular because they are effective with only a small investment of time and attention. How? When? Where? Who? What? SMART goals are results-focused because you...
Originally published on LinkedIn September 28, 2016 Wells Fargo’s management actions and inactions over the last several years have led to the organization now experiencing a real life worst case enterprise risk management scenario that hits all notes -- reputation risk, strategic risk, compliance risk, legal risk, market risk…it goes...
Originally published on LinkedIn September 21, 2016 This week finds Wells Fargo CEO John Stumpf facing heavy criticism and calls for his resignation in congressional hearings following last week’s $185 million fine levied by federal regulators. The crux of the issue is a poorly designed sales quota and incentive pay...
