"Roff-Marsh shows readers how to follow the intrepid executives on three continents who have implemented his ideas over the last 15 years, building ridiculously efficient sales functions - and market-dominating enterprises - as a consequence. Roff-Marsh calls these executives his silent revolutionaries ... Applying the division of labor to sales might not seem controversial, but this innocent-sounding idea decimates the sales management orthodoxy and replaces it with a strange new world where sales is primarily an inside activity, where salespeople earn fixed salaries and focus their attention exclusively on selling conversations, where regional sales offices become redundant, and where marketing and engineering become seamlessly integrated with sales. The Machine is a field guide for the executive who’s prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists."--From publisher description.
拉力, 讓好事更靠近: 自然匯聚人才, 資源, 讓企業快速成長的嶄新模式
The book is structured into three parts. The first part considers the causes and nature of change. Part two opens up the organization to expand on issues of structuring for change, the cultural and political contexts for change.
The text is ideal for advanced undergraduates, MBA and postgraduate students on courses in managing change and organisational change.
... Sams-Pearson Education) and User Design by Alison Carr-Chellman (2007, Lawrence Erlbaum Associates, Inc.). 148. ... Jossey-Bass, p.1), Daryl Conner's Managing at the Speed ofChange (1993, Villard), and Louis V. Gerstner's Who Says ...
Public Organization Behavior and Development
Much of the material in this book has been developed and tested on the Making Change Work programme launched by the authors at Ashridge Management College.
180° in 180 Days: 7 Principles that Will Transform Your Safety Culture
This study aims to broaden the general understanding of change in organizational populations by examining the dynamics of numbers of organizations in populations.
Hamel , Gary and C. K. Prahalad discuss " operational competencies ” in their book Competing For the Future . Boston : Harvard Business School Press , 1993. The core competency examples were taken from C.K. Prahalad and Gary Hamel ...
This report discusses the structural conditions under which organizational development (OD), as employed in the school systems of the United States and Canada, is more or less applicable to schools.