What Sales Teams Should Do to Prepare for the Next Recession

Feature

Originally published ON November 23, 2018

What Sales Teams Should Do to Prepare for the Next Recession

Jamie Cleghorn, Mark Kovac

The current economic expansion is long by historical standards, and thus the risk of recession rises with each passing month. Recessions catch many companies by surprise, with predictable results. In…

To Retain New Hires, Make Sure You Meet with Them in Their First Week

Originally published ON HARVARD BUSINESS REVIEW

To Retain New Hires, Make Sure You Meet with Them in Their First Week

Candice Young, Dawn Klinghoffer, Xue Liu

First impressions in the workplace really matter — and not just to the employer. New employees can begin to formulate impressions about organizations from the get-go, influencing their decision to…

How People Analytics Can Help You Change Process, Culture, and Strategy

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Originally published ON HARVARD BUSINESS REVIEW

How People Analytics Can Help You Change Process, Culture, and Strategy

Chantrelle Nielsen, Natalie McCullough

It seems like every business is struggling with the concept of transformation. Large incumbents are trying to keep pace with digital upstarts., and even digital native companies born as disruptors…

If You Multitask During Meetings, Your Team Will, Too

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Originally published ON HARVARD BUSINESS REVIEW

If You Multitask During Meetings, Your Team Will, Too

Nina Shikaloff, Renne Cullinan, Ryan Fuller, Shani Harmon

Managers have hard jobs. They coordinate the work of their teams, align this work with company goals, serve as a primary source of professional development for their employees, deliver results,…

Is Your Sales Organization a House Divided?

Originally published ON Bain & Company Insights

Is Your Sales Organization a House Divided?

Jamie Cleghorn, Mark Kovac

In organizations that have separate product and service sales teams, the CEO and sales executives often assume these groups collaborate closely. That would be the logical way to grow sales…

Email and Calendar Data Are Helping Firms Understand How Employees Work

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Originally published ON HARVARD BUSINESS REVIEW

Email and Calendar Data Are Helping Firms Understand How Employees Work

Andy Binns, Anna Kahn, Mary Elizabeth Porray, Michael L. Tushman

Using data science to predict how people in companies are changing may sound futuristic. As we wrote recently, change management remains one of the few areas largely untouched by the data-driven…

What If Companies Managed People as Carefully as They Manage Money?

Originally published ON HARVARD BUSINESS REVIEW

What If Companies Managed People as Carefully as They Manage Money?

Eric Garton

Today’s executives spend a lot of time managing the balance sheet, despite the fact that it doesn’t represent their company’s scarcest resource. Financial capital is relatively abundant and cheap. According…

How I Got My Time Back by Suffering through a Half Marathon

Originally published ON Medium

How I Got My Time Back by Suffering through a Half Marathon

Wendy Guo

Before I joined this crazy team of mine called MyAnalytics at Microsoft, I set a half-birthday goal to run a marathon before my 28th birthday. This was in response to…