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Getting Beyond "Show Me the Money"
Zoltners, Andris A.; McGinn, DanielArticle HBS-R1504F-EFor more than three decades, Andris Zoltners, now an emeritus professor at Northwestern, has been studying the best ways to organize and pay salespeople. The pioneer of sales analytics, he is the founder of one of the world's largest sales consulting firms and the author of six books on sales management. In this interview, he shares some of his insights with HBR. Companies make several common mistakes with sales compensation, Zoltners notes: over...Starting at €8.20
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The Leader's Calendar
Porter, Michael E.; Nohria, Nitin; Gentile, Tom; McGinn, Daniel; Higgins, SarahArticle HBS-R1804B-EChief executives have tremendous resources at their disposal, but they face an acute scarcity in one critical area: time. This package examines the unique challenges CEOs face in deciding how to allocate it. In "How CEOs Manage Time," Harvard Business School's Porter and Nohria describe an in-depth 12-year study in which they tracked what 27 large-company CEOs did every hour for 13 weeks, and then interviewed them--and hundreds of other CEOs--abo...Starting at €8.20
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Un nuevo deseo de ganar
McGinn, DanielArticle HBS-R1009LLeadership and People ManagementEn 2004, Rick Hendrick, dueño de la Operación de las carreras de NASCAR Hendrick Motorsports, perdió gran parte de su equipo de gestión en un accidente aéreo. Entre los muertos estaba su hermano y su único hijo, Ricky, quien Hendrick había estado preparando para hacerse cargo del negocio. Sin embargo, este accidente devastador inspirara a todos en la compañía a luchar con más fuerza, y transformaría Hendrick en un líder sabio.Starting at €8.20
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Cómo ser más productivo
Allen, David; Schwartz, Tony; McGinn, DanielArticle HBS-R1105DKnowledge and CommunicationAllen, el autor del éxito de ventas hacer las cosas, y Schwartz, el autor del éxito de ventas ser excelente en nada y el CEO de The Energy Project, son dos de las principales autoridades del mundo en el aumento de la eficiencia personal. Sin embargo, a pesar de que están de acuerdo en gran parte, sus ideas sobre cómo maximizar la salida de los trabajadores del conocimiento son fundamentalmente diferentes. En esta conversación editada con HBR, dis...Starting at €8.20
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Being More Productive
Allen, David; Schwartz, Tony; McGinn, DanielArticle HBS-R1105D-EAllen, the author of the best seller Getting Things Done, and Schwartz, the author of the best seller Be Excellent at Anything and the CEO of The Energy Project, are two of the world's foremost authorities on increasing personal efficiency. Yet although they agree on much, their ideas on how to maximize the output of knowledge workers are fundamentally different. In this edited conversation with HBR, they discuss their own approaches and what the...Starting at €8.20
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Life's Work: Scott Adams
Adams, Scott; McGinn, DanielArticle HBS-R1311N-EThe creator of Dilbert on stumbling your way to success.Starting at €8.20
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Life's Work: Ken Burns
Burns, Ken; McGinn, DanielArticle HBS-R1507M-EThe noted documentarian on waning attention spans and why business leaders should study history.Starting at €8.20
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Life's Work: Katie Couric
Couric, Katie; McGinn, DanielArticle HBS-R1512M-EKatie Couric talks about the difference between network news and digital news and between morning and evening shows.Starting at €8.20
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Life's Work: Desmond Tutu
Tutu, Desmond; McGinn, DanielArticle HBS-R1107S-EThe South African archbishop, civil rights leader, and Nobel Peace Prize winner talks about finding the patience to overcome apartheid and how he has benefited from the prayers of others.Starting at €8.20
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Battling Back from Betrayal
McGinn, DanielArticle HBS-R1012M-ELeadership and People ManagementStephen Greer's Hong Kong-based scrap-metal-recycling company, Hartwell Pacific, was enjoying a period of fantastic growth in the late 1990s: Within 18 months, the firm grew from two employees to 200 and opened locations in seven countries. But Greer's experience offers a vivid illustration of what can go wrong when an entrepreneur ambitiously expands without understanding that emerging markets operate by very different rules. Greer didn't realiz...Starting at €8.20