Performance management, for most sales organizations, is increasingly challenging – but not from a lack of effort to improve it. Sales leaders have enlisted the help of their HR departments to replace ...

Open enrollment season is to health insurers what the holiday season is to retailers. While there’s no Black Friday per se, those few weeks in November and December play outsized roles in an insurer ...

Why do we spend millions on performance management systems that everyone—managers, employees, and executives—openly admits are broken? The answer is uncomfortable but simple. We’ve designed these ...

The Office of Personnel Management has just issued detailed new requirements for agency performance management systems, and while I will take issue with some of the details on technical and policy ...