绩效管理全英文

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1、SteveSherrettaJuly30,2014PerformanceManagement:EnhancingExecutionThroughaCultureofDialoguePeterisChiefExecutiveOfficerforamedicalsupplymultinationalthatrecentlycraftedanewstrategytocountercompetitivethreats.Theplanstressedtheneedtocutcycletime,concentratesalesonhigher-marginpr

2、oductsanddevelopnewmarkets.Fourmonthsaftercirculatingtheplan,Peterdida"walkaroundMtoseehowthingsweregoing.Hewasappalled.EverywherePeterturnedpeople,departments一wholebusinessunits一simplydidn^t"getit：Firstsurprise:Engineering・Thegrouphadcutproductdesigntime30%,meetingitsgoaltoin

3、creasespeed-to-market・Good.ThenPeteraskedhowmanufacturingwouldbeaffected.Itturnedoutthenewdesignwouldtakemuchmoretimetomake.Totalcycletimeactuallyincreased.“Ourstrategicplanmessageisnotreallygellingthrough,"Peterthought.Secondsurprise:Sales.Thenewstrategycalledforashift一emphas

4、izehighmarginsalesratherthatpushingproductdownthepipelineasfastaspossible・ButjustabouteverysalespersonPeterspoketowasmakingtransactionalsalestohigh-volumecustomers;hardlyanyonewasbuildingrelationshipswiththemostprofitableprospects.Salesisdoingjustwhatit'salwaysdone,Peterthough

5、t.Worstsurprise:Evenhistopteam,thepeoplewhefdhelpedhimcraftthestrategy,wasnotstickingtoplan.Peteraskedateammember:"Whyareyouspendingallyourtimemakingsurethenewmachineryisworkinginsteadofdevelopingnewmarkets?^"Becausemyunit'schiefgoalwastoimproveon-timedelivery,nheanswered."But

6、whataboutcompanygoals?"saidPete匚"Wecameupwithagoodplanandcommunicateditveryclearly.Butnowhereitisn'tbeingcarriedout.Why?"Manyorganizationscreategoodstrategies,butonlythebestexecutethemeffectively.FortunemagazineestimatesthatwhenCEOsfail,70%ofthetimeit'sbecauseofbadexecution.1W

7、eakexecutionispervasiveinthebusinessworld,butthereasonsforitarelargelymisunderstood.WhyisitthatnooneinPeter'sorganizationwasactinginsyncwiththestrategy?Unlessweunderstandthereasons,wecan5thopetosolvetheproblem・Imaginesomeonehittingatennisball・Whenthebrainsays"hittheball,"itdoe

8、sn'tautomaticallyhappen・Themessagetravelsthroughnervepathways