Remove Benchmarking Remove Groups Remove Metrics
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B2B Salespeople Need to Act More Like Travel Agents

Harvard Business

By 2012, our research shows, nearly 60% of a typical B2B purchasing decision — researching solutions, ranking options, benchmarking pricing, and so on — was happening before the buyer even had a conversation with a supplier. Now think about the stakeholder group on day one and how that group had changed by day 100.

B2B 121
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Should a CEO’s Bonus Be Based on Financial Performance Alone?

Harvard Business

According to its annual report, those include financial metrics such as “attributable profit; underlying EBIT (earnings before interest and taxation); and total shareholder return (share price and dividends which are assumed to be reinvested).”

Financial 120
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Why Aren’t Black Employees Getting More White-Collar Jobs?

Harvard Business

My senior year in college, a black sales rep from IBM encouraged me and a group of fellow black students to consider a career with the company. And yet the ecosystem supporting diversity is quite large — government agencies, formal corporate diversity programs, universities, consultants, and dozens of civil rights advocacy groups.

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Being Engaged at Work Is Not the Same as Being Productive

Harvard Business

After experimenting with a number of potential behavioral metrics, we settled on using one that approximates average weekly working hours as our primary measure. This gave us two groups: those who work long hours (above the median) relative to their colleagues and those who work shorter hours (below the median).

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When It Pays to Collaborate with Competitors at Work

Harvard Business

As mid-level managers of separate companies (groups of 140 to 210 people) within the same Army Brigade over the past two years, we were evaluated against each other. Dan implemented these ideas in his group and, inspired by the openness of his competitor, described his plan to incorporate courtesy reviews by the inspection team.

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Asset Management – Valuation (Part 2 of 4)

Tom Spencer

This will have a pronounced effect on leverage and coverage metrics. As a secondary metric, large asset managers with diversified businesses may also be looked at from a free cash flow yield perspective. The outperformance of the asset manager versus its benchmark – which can be looked at as alpha generated.

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Retail Bank Operational and Digital Leaders Reap the Rewards

BCG

BCG’s Retail-Banking Excellence benchmarking study (REBEX) profiles the operational and digital practices and performance of 20 of the world’s leading retail banks, a group of 40 institutions chosen for their size and the strength of their capabilities. At the heart of the benchmarking are core operational metrics.