XX绩效管理讲座

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1、SteveSherrettaSeptember24,2014PerformanceManagement:EnhancingExecutionThroughaCultureofDialoguePeterisChiefExecutiveOfficerforamedicalsupplymultinationalthatrecentlycraftedanewstrategytocountercompetitivethreats.Theplanstressedtheneedtocutcycletime,concentratesal

2、esonhigher-marginproductsanddevelopnewmarkets.Fourmonthsaftercirculatingtheplan,Peterdida“walkarouncTtoseehowthingsweregoing・Hewasappalled.EverywherePeterturnedpeople,departments一wholebusinessunits一simplydidn't“getit.”Firstsurprise:Engineering・Thegrouphadcutprodu

3、ctdesigntime3()%,meetingitsgoaltoincreasespeed-to-market.Good.ThenPeteraskedhowmanufacturingwouldbeaffected.Itturnedoutthenewdesignwouldtakemuchmoretimetomake・Totalcycletimeactuallyincreased・"'Ourstrategicplanmessageisnotreallygettingthrough,‘‘Peterthought.Second

4、surprise:Sales.Thenewstrategycalledforashift一emphasizehighmarginsalesratherthatpushingproductdownthepipelineasfastaspossible.ButjustabouteverysalespersonPeterspoketowasmakingtransactionalsalestohigh-volumecustomers;hardlyanyonewasbuildingrelationshipswiththemostp

5、rofitableprospects.Salesisdoingjustwhatit'salwaysdone,Peterthought.Worstsurprise:Evenhistopteam,thepeoplewhoMhelpedhimcraftthestrategy,wasnotstickingtoplan.Peteraskedateammember:"Whyareyouspendingallyourtimemakingsurethenewmachineryisworkinginsteadofdevelopingnew

6、markets?^"Becausemyunit'schiefgoalwastoimproveon-timcdelivery^heanswered.uButwhataboutcompanygoals?"saidPete匚"Wecameupwithagoodplanandcommunicateditveryclearly.Butnowhereitisn'tbeingcarriedout.Why?"Manyorganizationscreategoodstrategies,butonlythebestexecutethemef

7、fectively.FortunemagazineestimatesthatwhenCEOsfail,70%ofthetimeit'sbecauseofbadexecution.1Weakexecutionispervasiveinthebusinessworld,butthereasonsforitarelargelymisunderstood.WhyisitthatnooneinPeter'sorganizationwasactinginsyncwiththestrategy?Unlessweunderstandth

8、ereasons,wecanlhopetosolvetheproblem.Imaginesomeonehittingatennisball.Whenthebrainsays"hittheball/9itdoesiftautomaticallyhappen.Themessagetravelsthroughnervepa