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Strategy

It’s Time to Do Away with SMART Goals

At the start of a new year, it’s typical for business leaders to set SMART (Specific, Measureable, Achievable, Relevant, and Timely) goals to revitalize or transform their businesses. However, two broad trends have fundamentally changed the business environment, making SMART less effective than it used to be in setting goals.

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Is Value Leakage Sabotaging the Execution of Your Strategy?

The senior executives of Shell Global Solutions felt that they were experiencing extreme value leakage. They had 52 groups involved in developing and delivering 850 discrete products and services. One-hundred-and-ten account managers were delivering $150 million in revenue. By their estimates, it should have been a billion-dollar business. Four years later, after stopping the value leakage, they were at $750 million in revenue despite reducing their salesforce by 60%, down to 42 account managers. The average sale had increased a phenomenal 800%.

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How Becoming Intentional Can Make a Positive Impact on Your Employees and Your Business

When I was writing my book Intentional Living, I learned about Dave Lindsey, his company Defenders, and their annual Super Service Challenge where employees are given two paid days to serve any nonprofit organization of their choosing. It has inspired his employees to become intentional about serving, giving and making a difference. That inspired me to contact Dave so that I could ask him some questions about being intentional as a business leader.

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3 Ways to Successfully Scale Up Your Business

I think the idea of “growing too fast” is a myth. You can scale up in the wrong ways or in the right ways, but you should never consider high speed a problem. If your business starts growing faster than you anticipated—great! Learn to keep up, don’t ask it to slow down.

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3 Reasons Why Your Company Needs a Chief Revenue Officer

In late July, Yahoo released a disappointing sales forecast for the third quarter and, just days later, announced the appointment of Lisa Utzschneider as chief revenue officer. After integrating all of the company’s disparate sales teams together, CEO Marissa Mayer was hoping Utzschneider could uncover new ad revenue streams. Should you be doing the same?

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