The essential tool kit to achieve breakthrough sales performance improvements. Numbers don’t lie: 40 percent of all salespeople miss their targets each year. How can sales managers ensure their teams are doing everything possible? The key lies in benchmarking, which is not new for finance or manufacturing but rarely gets applied to sales. Making the Number will teach executives to embrace data-driven decision making and rely less on gut instinct. Comparing a sales force to those of relevant peers leads to many opportunities to improve performance. The authors take readers through their five-step methodology for sales benchmarking, showing how to select metrics; gather, compute, and compare internal and external data; and then actually use the data. Making the Number includes case studies of sales benchmarking in action. For example, find out how Discover Financial Services plays David to the Goliaths of MasterCard and Visa. Whether you’re a sales rep, a manager, or a CEO, this book will show you a better way to make your number.

A practical, step-by-step guide to quality assurance and process improvement through benchmarking. It covers benchmarking across different industry areas, with detailed case studies to illustrate pitfalls and best practice.

In 1997, Congress, in the conference report, H.R. 105-271, to the FY1998 Energy and Water Development Appropriation Bill, directed the National Research Council (NRC) to carry out a series of assessments of project management at the Department of Energy (DOE). The final report in that series noted that DOE lacked an objective set of measures for assessing project management quality. The department set up a committee to develop performance measures and benchmarking procedures and asked the NRC for assistance in this effort. This report presents information and guidance for use as a first step toward development of a viable methodology to suit DOE's needs. It provides a number of possible performance measures, an analysis of the benchmarking process, and a description ways to implement the measures and benchmarking process.

Packed with dramatic case studies, this step-by-step guide shows managers how to adopt the seminal benchmarking techniques revolutionizing quality at companies like Federal Express, AT&T, and other industry leaders. Features timesaving tips, evaluation charts, graphs, ethics, and antitrust guidelines. 50 illus.

Sovereign wealth funds (SWFs) are state-owned investment funds with combined asset holdings that are fast approaching four trillion dollars. Recently emerging as a major force in global financial markets, SWFs have other distinctive features besides their state-owned status: they are mainly located in developing countries and are intimately tied to energy and commodities exports, and they carry virtually no liabilities and have little redemption risk, which allows them to take a longer-term investment outlook than most other institutional investors. Edited by a Nobel laureate, a respected academic at the Columbia Business School, and a longtime international banker and asset manager, this volume examines the specificities of SWFs in greater detail and discusses the implications of their growing presence for the world economy. Based on essays delivered in 2011 at a major conference on SWFs held at Columbia University, this volume discusses the objectives and performance of SWFs, as well as their benchmarks and governance. What are the opportunities for SWFs as long-term investments? How do they fulfill their socially responsible mission? And what role can SWFs play in fostering sustainable development and greater global financial stability? These are some of the crucial questions addressed in this one-of-a-kind volume.

How the obsession with quantifying human performance threatens business, medicine, education, government—and the quality of our lives Today, organizations of all kinds are ruled by the belief that the path to success is quantifying human performance, publicizing the results, and dividing up the rewards based on the numbers. But in our zeal to instill the evaluation process with scientific rigor, we've gone from measuring performance to fixating on measuring itself—and this tyranny of metrics now threatens the quality of our organizations and lives. In this brief, accessible, and powerful book, Jerry Muller uncovers the damage metrics are causing and shows how we can begin to fix the problem. Filled with examples from business, medicine, education, government, and other fields, the book explains why paying for measured performance doesn't work, why surgical scorecards may increase deaths, and much more. But Muller also shows that, when used as a complement to judgment based on personal experience, metrics can be beneficial, and he includes an invaluable checklist of when and how to use them. The result is an essential corrective to a harmful trend that increasingly affects us all.

Over the past decade, companies have redirected their maintenance operational focus from internal cost-cutting to profit-maximization. This approach is referred to as profit centered maintenance. Peters provides maintenance supervisors and managers with a benchmarking/best practices road-map called the Maintenance Operations Scoreboard. The Scoreboard will allow maintenance managers to: a) determine and quantify benefits and savings, b) improve craft productivity and c) define a strategy to improve efficiency and productivity. These things are at the heart of a successful Profit Centered Maintenance organization. The author-devised Maintenance Operations Scoreboard is used to perform over 200 maintenance evaluations in over 5,000 profit centered maintenance organizations. For example, at Honda of America, it was used extensively to direct maintenance strategy. It was later translated into Japanese for presentation to key Japanese executives. Another excellent example is Boeing Commercial Aircraft Inc. Boeing combined elements from this same Scoreboard with their company-wide maintenance goals to develop ‘The Boeing Scoreboard for Maintenance Excellence.’ Over 60 facility maintenance work units, at region, group and team levels, are evaluated at on-site visits using the Scoreboard criteria.