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SteveSherrettaTIME\@"MMMMd,yyyy"June11,2023PerformanceManagement:EnhancingExecutionThroughaCultureofDialoguePeterisChiefExecutiveOfficerforamedicalsupplymultinationalthatrecentlycraftedanewstrategytocountercompetitivethreats.Theplanstressedtheneedtocutcycletime,concentratesalesonhigher-marginproductsanddevelopnewmarkets.Fourmonthsaftercirculatingtheplan,Peterdida“walkaround”toseehowthingsweregoing.Hewasappalled.EverywherePeterturnedpeople,departments—wholebusinessunits—simplydidn’t“getit.”Firstsurprise:Engineering.Thegrouphadcutproductdesigntime30%,meetingitsgoaltoincreasespeed-to-market.Good.ThenPeteraskedhowmanufacturingwouldbeaffected.Itturnedoutthenewdesignwouldtakemuchmoretimetomake.Totalcycletimeactuallyincreased.“Ourstrategicplanmessageisnotreallygettingthrough,”Peterthought.Secondsurprise:Sales.Thenewstrategycalledforashift—emphasizehighmarginsalesratherthatpushingproductdownthepipelineasfastaspossible.ButjustabouteverysalespersonPeterspoketowasmakingtransactionalsalestohigh-volumecustomers;hardlyanyonewasbuildingrelationshipswiththemostprofitableprospects.Salesisdoingjustwhatit’salwaysdone,Peterthought.駐Wo我rs鋼t錯su甚rp瘦ri喝se橋:澆Ev當(dāng)en漏h棟is秩t距op土t臘ea妙m,擊t性he孫p敘eo暑pl孫e摔wh阿o’載d聽he欲lp范ed嫂h鴨im居c考ra味ft懶t役he拴s楊tr膨at晚eg日y,仇w掃as凡n中ot矮s憑ti搜ck連in即g貌to扣p精la終n.盜宗Pe親te敲r孕as妹ke唐d灣a拿te浸am舌m嘴em臥be繁r:思時“W執(zhí)hy楊a污re到y(tǒng)胸ou呈s扶pe敏nd強in話g躁al腰l繪yo墨ur律t禍im劑e研ma碼ki歪ng胞s頑ur背e自th戶e請ne悶w枝ma象ch罩in忌er侍y窄is蜓w體or駐ki跳ng茄i意ns旦te跟ad友o侮f桐de破ve桶l(fā)o促pi撇ng翼n鋸ew擺m旁ar咐ke此ts仍?”聲“B冠ec濫au愁se揚m呢y察un孤it居’s吉c現(xiàn)hi賺ef滲g表oa柄l哈wa諸s剪to迎i伴mp候ro膜ve境o災(zāi)n-慌ti洲me取d筒el吉iv莫er鑄y,帝”蝕he顏a甲ns姿we急re紙d.所脆“B庭ut遞w漆ha釣t藍ab野ou甘t攻co匯mp足an全y困g久oa座ls李?”柄s鞏ai偶d掃Pe辨te滿r.病“樹We螞c雹am勵e貼up歡w蕉it柔h削a橋go娘od稿p盛la皮n芒an朗d硬co膏mm付un斯ic綠at瞇ed乖i飽t醉ve沸ry潛c鄙le梅ar乓ly掀.馳B翅ut孝n斑ow末he巨r(nóng)e料i疼t伍is鞭n’碗t橡be洋in資g僵ca倉rr羽ie取d傍ou跪t.短汗Wh鑰y?塘”窩Ma富ny逗o們rg碑a(chǎn)n優(yōu)iz互at特io肝ns緩c要re裹at限e訴go稀od遺s潑tr變at漸eg面ie恨s,吳b旱ut漠o銹nl肢y宣th甩e解be騾st鄙e咽xe輪cu高te峽t思he那m呀ef先fe在ct資iv例el拼y.葵銅Fo僚rt旗un慕e種ma獲ga夸zi堂ne核e枝st炊im拌at押es森t松ha豐t牢wh陵en懶C第EO臟s旬fa墓il巖,技70附%所of誤t匆he茂t蛙im熊e栽it驕’s捷b早ec河au湖se提o跨f宵ba盾d涂ex形ec籍ut梳io棍n.“WhyCEOsFail,”byRamCharanandGeoffreyColvin,Fortunemagazine,June21,1999.哲賞We嗚ak砌e城xe現(xiàn)cu己ti刺on享i左s雨pe婆rv你as棟iv晶e壽in步t穿he鄭b天us匯in易es臣s龜wo謎rl皮d,靈b毫ut薄t匪he饅r睜ea墨so頑ns憤f碼or阿i捎t賣ar奇e礎(chǔ)la諸rg仁el迎y繡mi逗su鍵nd名er飼st畏oo坊d.邪雀Wh潤y齒is潑i列t姨th岡at椒n宵o鉗on上e經(jīng)in妻P鄉(xiāng)et析er吐’s腦o字rg掉an研iz捷at匯io繡n藥wa揭s希ac猴ti暫ng慈i鎮(zhèn)n或sy膨nc工w況it鴿h補th崇e背st測ra霞te止gy藝?某U岔nl動es鵝s憲we俊u往nd朝er存st麻an胡d塊th誠e限r(nóng)e橫as玉on罩s,誼w覺e去ca銳n’記t跪ho場pe呆t躲o閣so移lv鍛e款th蠟e列pr培ob務(wù)le“WhyCEOsFail,”byRamCharanandGeoffreyColvin,Fortunemagazine,June21,1999.浩Im瞧ag案in債e膚so貝me陸on內(nèi)e四hi內(nèi)tt閘in字g妹a身te勺nn見is拜b返al度l.繪積Wh常en螞t逆he川b彎ra漲in蓮s賣ay對s謀“h睛it梯t勞he母b帖al劉l,縣”驅(qū)it蠶d暗oe失sn太’t隆a繼ut愿om達at灶ic削al貓ly帳h惑ap把pe揪n.母揪Th軟e遍me蓄ss菠ag蚊e劉tr圾av發(fā)el晴s且th永ro耕ug誦h罵ne越rv添e文pa添th英wa猛ys啞d善ow季n霧th戒e何ar隆m殘an桿d誦cr橫os鋤se賞s袖ga謠ps撒b瞧et詠we納en弄t傍he泉n哥er氏ve殖c奮el竊ls蘆.孫T哪he林se色g壺ap嘉s,玻o訪r硬“s隔yn為ap嘉se肺s,嫩”債ar斧e芝po源te靜nt仔ia崖l躺br花ea朋ks酷i碧n剖th嘉e天co伍nn符ec位ti傘on當(dāng).沿I絮f疑ne歸ur野ot堂ra隆ns姻mi碧tt批er情s芬d矛on要’t怖c特ar弄ry敘t鐵he梨m侄es峰sa苗ge徹a釘cr悶os稱s盡th情e救ga允p,幅t邪he追m炒es友sa蹦ge枝n淺ev亮er銷g央et捕s壘th消ro旬ug訪h,禿o寫r搜it搖g惹et打s綱di益st稀or跟te蠟d.性W民he墳n耗th疲at蝦h援a(chǎn)p券pe鬧ns縱,第ei瘋th命er玉t閑he陷a專rm豐d房oe遠sn興’t祥m店ov渴e嬸at股a壯ll湖,纖or恨i筑t扛mo退ve偵s廢th掘e許wr羨on寧g霞wa趨y.氏Cr環(huán)ea映ti抱ng庫a回“嘉cu倦lt愛ur腹e股of達d互ia賢lo平gu傻e”傳Ju識st勸l索ik葬e孩a解ne續(xù)rv傳ou預(yù)s某sy角st巾em頑,疫or持ga殿ni默za調(diào)ti喚on鑄s核al囑so歇h花av降e搬ga使ps傻t洲ha姨t悠bl夢oc雁k真an拾d網(wǎng)di蛛st戰(zhàn)or逐t具me努ss醬ag正es形.頭T嬸he濾s賢ec夠re銅t表to岔e逐ff太ec望ti粗ve址s朋tr呀at嚇eg男y扔ex風(fēng)ec淋ut浸io的n塔li輕es鄙i會n傾cr究os漂si孫ng焰h垃ie爽ra付rc稱hi弱ca于l倡an影d根fu譯nc憑ti可on嬌al勿g攏ap拐s衫wi緒th洪c陡le軌ar搶,堪co訴ns悠is駛te滔nt融m授es即sa稱ge閱s諸th桂at硬r引el洽ay鏈t巾he難s跌tr壽at妥eg胖y震th印ro防ug牧ho粥ut肆t榨he辟o框rg蒙an學(xué)iz加at屠io徒n.詢理So桑un衫d華si攜mp鋤le擇?全謀It房’s伙n危ot柜.祥T皮he潑r姥ea蘋so聞n需is軌t遼ha壺t忽th隔e舌“n建eu融ro曾tr槍an紀(jì)sm坊it啄te貞rs陪”雄in扶o績rg曉an屯iz盟at楊io紛ns撕a勵re爽h左um坡an嬌b萄ei寄ng揀s—膨ex茂ec絡(luò)ut旺iv輕e脆te蠟am藥m愧em觀be鄭rs擊,帖se券ni鑒or油m顫an冤ag匯er努s,煙m信id吼dl盛e牽ma反na豐ge揭rs氧a但nd爭s村up炒er匪vi躬so恥rs既—w冤ho柿se環(huán)j扒ob聽i濁t(yī)場is辣t散o糠ma估ke戰(zhàn)s掩ur根e猛th鍬at遷p毀eo暈pl碧e’民s無be籮ha熊vi糠or瞇i委s撥al杯ig遍ne虜d害wi或th仗t惡he刻o歷ve研ra洲ll蘭s傷tr程at卸eg薯y.躺嬸Do武in臟g俊wh撈at曠i需t閑ta酷ke疼s嗚to墓a礦ch炸ie惑ve漿a沃li漁gn役me稿nt抖i蒼s壤ve抓ry楊d秒if鬧fi鍋cu稠lt痛.悼I卵t棕is沙w瘡ha牲t上Ra筆m申Ch訓(xùn)ar玩an鑼c匪al另ls跑,餓th音e想“h碼ea瞧vy贏l繪if綿ti彈ng聽”床of銷m準(zhǔn)an式ag燒em賢en楊t,自a貼nd鴿i風(fēng)t’香s概th備e臣ke倦y系to努e歷xe袋cu嘗ti逃ng喉s塌tr腎at師eg密y.化織As寶w悉e’倦ll漸s立ee陸l乞at商er拜,瘡th磚er頓e猴is母a褲n室im串po字rt栗an逮t窄di紀(jì)ff蹤er告en炸ce肌b祝et莫we棚en嫩c合om賠pa粘ni碑es配t還ha限t駛su圣cc第es翻sf累ul須ly醉a麻li僻gn制b尖eh孫av前io輔r容wi極th母s即tr與at躺eg月y沖an抓d鄉(xiāng)th士os拼e瓣th盼at導(dǎo)d絨o論no伯t.長去Co蔬mp攝an番ie愚s稿th扶at裳e陸ff野ec脅ti頑ve惡ly杜e漂xe唐cu露te層s巴tr騙at況eg竿y爸cr遵ea惱te碎a剝“籠cu歇lt水ur談e謎of唱d葛ia婚lo疲gu際e.杏”誠A昂c攜ul呈tu客re綁o汗f結(jié)di雷al母og嶄ue妻e材nc蘆ou撞ra劈ge堡s就pe配rv遷as訂iv宋e坦tw打o-伙wa隙y佛co哲mm共un巷ic軟at燒io蹈ns杜w炸he小re御i印nd抵iv薪id鞏ua轎ls休a糠nd葵g手ro矮up竭s若1)滋q芳ue議st沒io快n,耐c趟ha凱ll能en構(gòu)ge碎,潔in紗te舌rp支re訓(xùn)t適an貧d對ul偽ti況ma鋤te今ly歉c跟la墊ri疤fy辰s推tr斷at皇eg梨ic量o辭bj序ec胃ti相ve貞s;供a轉(zhuǎn)nd萍2灶)愛en貞ga但ge緩i栽n孕re夜gu陷la聞r惱pe監(jiān)rf貓or址ma母nc眼e班di參al容og等ue效t燒o陸mo螞ni共to徑r遣be肝ha肅vi棒or尸a賺nd甜e廉ns秒ur鍬e驚it鬼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lián)悄La遍ck螞o春f愿Cl候ar拜it律y敞at卵t飲he閱T轟op罪A藍re調(diào)ce赤nt遵H殘ay遷G灰ro吊up中s斥tu框dyHayGrouppartneredwithRichardHackmanofHarvardUniversityandRuthWagemanofDartmouthCollegetoidentifythedynamicsoftopexecutiveteamsandtheirimpactonperformance.Fromaninitialgroupof48teams,theresearchersnarrowedtheirstudyto14teams,manyfromlargeglobalorganizations.Eachteammemberrepresentedtheheadofanorganization,amajorbusinessdivision,oramajorgeography.申s妥ho剛ws洽a齊d水is漁tu堅rb嫂in巧g必la乘ck則o田f押cl食ar拋it糧y剖on訓(xùn)t抓op替t爺ea曠ms喬必(o榆rg果an壩iz蝶at那io蜜na最l欄cl怖ar幸it互y霜me垃as圈ur泥es境t廉he欠e匯xt魯en垃t曾to循w委hi叢ch棗e鏡mp催lo幣ye科es轎u并nd姿er待st情an喬d朱wh清at對i壞s幫ex趴pe蔽ct畢ed遣o奉f辰th倒em爆a伸nd但h替ow始t預(yù)ho秤se秤e獅xp刮ec雪ta縱ti先on桿s歉co坡nn輕ec璃t層wi絕th茂t泄he危o先rg答an濁iz皇at熄io拴n’苗s粘la暑rg涉er臣g式oa雕ls舒).雙叢Th懲e正ch旦ar絡(luò)t拌be數(shù)lo疑w漸sh熔ow性s昂dr盼am倚at必ic愈al情ly發(fā)h否ig申he裝r聞le倆ve繼ls菜o厲f梢cl桌ar旱it煌y合on到o掠ut演st逆an油di茶ng旦v姿s.沸a求ve涼ra訂ge籍t笑ea夸ms炎.貫I狗n醬fa歷ct泛t擇he盆b虧ig健ge蒼st庭s優(yōu)in田gl竟e協(xié)di捏ff蛛er端en尤ce秋b跳et六we俗en椅g惹re卷at蠶a逗nd痛a吐ve悉ra陽ge緣t遷op駛t象ea筑ms戚a匯nd往t交yp箏ic獲al疊o束ne塘s蠟wa邀s臘in點t婦he盤l筑ev霜el絨o碰f扛in晚te脖rn狐al啄c控la牌ri觀ty奪.密Se已e萬Fi犁gu題re仆1三.HayGrouppartneredwithRichardHackmanofHarvardUniversityandRuthWagemanofDartmouthCollegetoidentifythedynamicsoftopexecutiveteamsandtheirimpactonperformance.Fromaninitialgroupof48teams,theresearchersnarrowedtheirstudyto14teams,manyfromlargeglobalorganizations.Eachteammemberrepresentedtheheadofanorganization,amajorbusinessdivision,oramajorgeography.滾Fi乎gu倍re膜1蠻:氧Or蹄ga記ni樸za濕ti并on雞al若C巾li叛ma塔te駕a節(jié)nd忌T梅ea權(quán)ms58%18%Figure1:58%18%Figure1:Measuresorganizationalclimatedimensionsforoutstandingtopteamsvs.typicalones.Foreachdimensionofclimateweaskedhowtheteamwasperforminginrealityandhowitshouldbeperforming.Thenwemeasuredthedifferenceor“gap”intheiranswers.Gapsover20%hurtperformance.The“clarity”gapfortypicalteamswas58%comparedwith18%onoutstandingteams.公[C泛ha至ng塘e產(chǎn)Ha廳y/習(xí)Mc媽Be纏r迎to惕“伶So般ur提ce慚:摩Ha擋y襖Gr償ou汗p,員I翠nc端.”邊i填n齒fi史na滲l鉆ve弓rs漿io掀n]株An旱d例a貢La先ck各o堆f域Cl磚ar泛it以y指Be膨lo替w郊Wo特rk程er禮s歐at宣l買ow止er打l瞞ev短el坊s閃st夫ro求ng上ly栽f年ee幸l污th誰is閱l廊ac口k刊of然c沙la渣ri牙ty柏.桑F眠ig局ur頃e膝2照lo醬ok撤s糞at江s啊at桂is資fa屢ct異io網(wǎng)n覺le敢ve穗ls膝f盜or渴w課or城ke宏rs帖p賤la睜nn訂in沖g脫to鍋l債ea啦ve遺t與he側(cè)ir部o董rg殼an燕iz附at螺io蹲ns拿w靠it巾hi墳n嶄tw刑o工ye義ar離s兼ve血rs胃us唉t通ho燥se淋p外la概nn帳in集g決to蘇s突ta烘y打lo嫁ng狂er穿.喜T翁hi租s溪st紛ud猶y臺sh冶ow討ed株t栽ha純t蹲a靜ke手y伐re果as賴on誓p粉eo汗pl墾e瑞le桐av馳e靈th余ei添r呈jo召bs黑i冷s姑th耀at蠟t繡he鋤y瘋fe刺el亭t頂he壯ir究c鞋om揮pa柱ni矛es揮l餐ac棉k騎di雹re湯ct襲io惱n.菠努Ev誕en該a消mo殖ng掛e柳mp凈lo測ye衛(wèi)es趁p民la暢nn夕in騾g臺to康s務(wù)ta歐y欲mo時re乓t寸ha途n橡tw戶o充ye盛ar狠s構(gòu)at訴t盡he訓(xùn)ir冷c勒om驚pa席ni北es借,課on滾ly派5讓7%草f叼el去t待th竹ei峽r條or麥ga哪ni韻za兼ti餐on耀s創(chuàng)ha認(rèn)d豬a河cl討ea呼r遮se唐ns背e摸of次d蒙ir舟ec駕ti魚on嫩.混Fi胳gu嚼re飾2盤:暫Ke旦y曠re翠as資on催s爬wh絹y蓄em誠pl慕oy耀ee尼s宅le丘av移e豎th竹ei辣r畝co乓mp去an邪ie騾sTotal%SatisfiedSource:HayGroup,Inc.TheresultsarefromourEmployeeAttitudeSurvey,whichsampledsome300companiesrepresentingmorethan1millionworkers.Oursurveyqueriedmanagement,professionals,salespeople,informationtechnologists,andclericalandhourlyworkers.The“gap”referredtointhetableisthe“satisfactiongap”betweenworkersplanningtoleavewithintwoyearsandthoseplanningtostaylonger.Satisfactionwith:Employeesplanningtostaymorethantwoyears(%)Employeesplanningtoleaveinlessthantwoyears(%)GAP(%)1.Useofmyskillsandabilities83%49%34%2.Abilityoftopmanagement74%41%33%3.Companyhasclearsenseofdirection57%27%30%胡[N懂OT蠅E;象H調(diào)IG描HL棕IG式HT世S裙EC俱TI在ON朋3孩;目MA可KE完I爆T估PO分P盒GR足AP掃HI導(dǎo)CA影LL螞Y]悉Cl姜ar熄it籌y紹ma況tt隊er戚s欠Wh蘆y奮do著e臟mp蝴lo逆ye底es池c唐ra躁ve資c肆la膨ri放ty有?圓T慨hi皮nk惜a胞bo辯ut芳i兄t.盈攏Wh曉at難c吼ou必ld壘b澆e絡(luò)mo后re頁d侮em券or孤al踩iz礙in棟g互th綢an帖t木he譽r用ea脫li向za暖ti卡on裙t口ha鄙t歇yo米ur夠h淡ar血d哥wo腔rk鞠i始s蔬no寸t天co扁nt撐ri野bu耗ti口ng掩t掉o寺ov健er采al向l踩co曾mp假an福y弦go宴al描s?丑E駱mp姨lo讓ye奴es竄w刊an泊t讓to離d瞧o且th學(xué)e魄“r抽ig攤ht般”露th肉in裝g,姨b而ut淺t給he辯y螺ca木n紫on竹ly狂d芬o稍so示i謠f蜂th抵ey置k創(chuàng)no趟w勤wh狐at繪t傲he禾r捷ig蚊ht季t安hi慚ng霞s警ar在e.束肉Un很fo描rt程un廁at誼el蝕y,饒a必s廊we幅s屢aw翅i循n鉆ou掛r花op異en中in訓(xùn)g戒vi蓄gn蟻et歪t(yī)e巡,攀co置mp鉤an截ie碼s電of綿te幟n巖do憶n’就t錫co鴿mm嶄un賤ic舒at虎e匯st濱ra燥te貿(mào)gi好c恭go鈴al斜s濕ef斤fe焦ct勾iv薄el弄y.英駱An洋o憶il偉r柜ef礙in壞er準(zhǔn)y敞cl易ie暫nt育,貢fo華r允ex來am摸pl件e,產(chǎn)s功et程a專s獸tr氏at內(nèi)eg魯ic葛g怒oa悠l架to停c網(wǎng)ut藥c僅os斤ts棚.槽To述s澡ee洞h肌ow銀w之el我l聽th透e終me鬼ss脅ag繩e偵ha擱d地go窄tt佩en圓t者hr上ou復(fù)gh攏,盲an采o非pe銹ra租ti仁on弓s煩te朗am薦l士ea花de遮r妖he豬ld江a脂s刊tr憶at潔eg師y冰de漫co去de幟s茄es諷si豎on萄w距he更re醋h班e暮qu愧iz溪ze濫d旅hi擔(dān)s附te蟲am逝m繼em披be尊rs族o寫n攏wh在at扔t奉he賀y囑fe允lt村w辰as悶t吩he草c饅hi奇ef傷p塊ri賣or葬it港y.德仁Te躬n楚te我am翠m候em門be礎(chǔ)rs憑p憐ro護du擔(dān)ce筒d佛fo津ur貍d榴if丹fe廣re棚nt爛“暴to歪p”綠o竹bj樣ec演ti揀ve商s,蔬i斥nc晝lu嶼di孩ng侍c攜os琴t-戴cu嶺tt振in渠g,夏s忙af爽et乏y,淺e牛nv輸ir案on煌me各nt春al披c澡om哀pl波ia蝦nc拿e來an努d字re隨du閉ci絞ng加s肝al斜es攝p匠ro她ce炮ss仙in貼g臥ti越me分.制T慢he魚m京es解sa機ge卡h酸ad怨n’馳t懲go鄙t爐th逃ro戶ug證h.平騙Th墻e獨te癥am姻l疼ea型de蛙r疑ca霸ll蓋ed堡h控is站t因ea擺m弊to遭ge洽th弊er玩a傳nd包c含re街at母ed寇a躍“差tr森an而sm賽it轟te惹r芝op卸po健rt遵un灶it映y.紛”略嘉“D賀on矩’t嚇y怕ou告g秘uy用s創(chuàng)re憤al遭iz燦e辰th奉at闊i均f蛛we季c賴an紛’t條c恰ut采o扣ur鋼r航ef竟in楊in凝g話co黨st略s餐by辜t享hr煙ee遠c蹄en廢ts束a轟g稻al度lo裁n,李t投he挺y’修r(nóng)e餅g草oi甜ng光t助o屆sh煉ut妨u壽s襲do動wn稅?”看h箱e訂sa基id氧.胃“I否s便th胳at齡a甘ll剖y謎ou脊n嚴(yán)ee貢d參us窄t薄o忍do我?”股r申ep違li延ed南t右he竄t姥ea是m虜me女mb葡er捧s,候t民ak燥en點a婚ba艦ck電.局Un威it體ed忌b并y褲a炎cl郵ea富r稠di擁re伙ct箏io條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