Comments on: What’s hurting performance at nearly half of all companies http://www.businessbrief.com/whats-hurting-performance-at-nearly-half-of-all-companies/ Just another WordPress weblog Fri, 30 Jul 2010 18:11:26 -0400 http://wordpress.org/?v=abc hourly 1 By: Bob Light http://www.businessbrief.com/whats-hurting-performance-at-nearly-half-of-all-companies/comment-page-1/#comment-1103 Bob Light Fri, 25 Sep 2009 11:39:38 +0000 http://www.businessbrief.com/?p=241#comment-1103 This is an interesting seque away from the fact that is is the economy, and the Scrooge-onomics that is dominating the purchasing mentality of companies today, that is hindering performance. Complex comp plans are nothing new, quota's tend to get raised and %'s paid less when times get tight. I absolutely agree though that simpler plans are better, if only to take away that as a crutch for why sales does not achieve targets. While we are at it, we should stop insisting that they update the CRM system and turn in their expense reports timely, as those are a real distraction as well..... Ok that last is said half tongue-in-cheek. Seriously, CFOs need to focus on the underlying strategy of their business today, examining all processes. The one silver lining in all this is that for companies who do this, and can invest in trying new processes or new markets (leveraging the lower costs to do so today), can get a leg up when this thing turns around. This is an interesting seque away from the fact that is is the economy, and the Scrooge-onomics that is dominating the purchasing mentality of companies today, that is hindering performance. Complex comp plans are nothing new, quota’s tend to get raised and %’s paid less when times get tight. I absolutely agree though that simpler plans are better, if only to take away that as a crutch for why sales does not achieve targets. While we are at it, we should stop insisting that they update the CRM system and turn in their expense reports timely, as those are a real distraction as well…..

Ok that last is said half tongue-in-cheek. Seriously, CFOs need to focus on the underlying strategy of their business today, examining all processes. The one silver lining in all this is that for companies who do this, and can invest in trying new processes or new markets (leveraging the lower costs to do so today), can get a leg up when this thing turns around.

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