The Paradox of Workplace Productivity

Originally published ON HARVARD BUSINESS REVIEW

The Paradox of Workplace Productivity

Ryan Fuller

At its most basic, productivity is the amount of value produced divided by the amount of cost (or time) required to do so. And while this equation seems simple enough…

What Work Email Can Reveal About Performance and Potential

Originally published ON HARVARD BUSINESS REVIEW

What Work Email Can Reveal About Performance and Potential

Chantrelle Nielsen

In many offices, using digital tools to chat or collaborate with colleagues is the norm — even with people you sit right next to. Tools like Skype, Slack, and old-fashioned…

What Makes Great Salespeople

Originally published ON HARVARD BUSINESS REVIEW

What Makes Great Salespeople

Ryan Fuller

What behaviors drive successful salespeople? Last year, research by my people analytics company VoloMetrix identified three things that were highly correlated with top performing reps: More time spent with customers; larger…

How to Finally Kill the Useless, Recurring Meeting

Originally published ON HARVARD BUSINESS REVIEW

How to Finally Kill the Useless, Recurring Meeting

Ryan Fuller

We’ve all been part of a bloated weekly meeting. You know the one, with 20-plus attendees that’s been happening every week for years; where everyone attends because they’re supposed to,…

How Big Data Improves Sales Management and Predicts Performance

Originally published ON XCONOMY

How Big Data Improves Sales Management and Predicts Performance

Ryan Fuller

Enterprises worth their salt typically use a set of standard key performance indicators (KPIs) to evaluate progress, but there are limits to the effectiveness of these measures in improving or…

Why Lagging Indicators Are Insufficient Measurements of Success

Originally published ON FORBES

Why Lagging Indicators Are Insufficient Measurements of Success

Ryan Fuller

What do lipstick, scrap metal, and cardboard boxes have in common? They aren’t the components for some weird new drone, nor are they a bizarre new fashion trend. No, they…

A Primer on Measuring Employee Engagement

Originally published ON HARVARD BUSINESS REVIEW

A Primer on Measuring Employee Engagement

Ryan Fuller

Much has been studied about the impact of employee engagement on company performance, and there is general agreement that increased engagement drives results: Gallup, for example, suggests a 20% or…

Collect Your Employees’ Data Without Invading Their Privacy

Originally published ON HARVARD BUSINESS REVIEW

Collect Your Employees’ Data Without Invading Their Privacy

Chantrelle Nielsen

Research shows that businesses using data-driven decision-making, predictive analytics, and big data are more competitive and have higher returns than businesses that don’t. Because of this, the most ambitious companies…