Changing Sales Force Behavior to Achieve High Performance
August 24, 2008
Here are the presentation slides from an AMG Executive Briefing that revisits Changing Sales Force Behavior to Achieve High Performance originally published by Accenture in September, 2003:
Why do People and Organizations Produce the Opposite of What they Intend?
August 2, 2008
| Title: | Why do People and Organizations Produce the Opposite of What they Intend? |
| Authors: | Roger L. Martin, M.BA. Dean, Rotman School of Management, University of Toronto Mary Ann Archer, Ed.D. Principal, Archer/Henderson and Associates Loretta Brill, M.Sc. Partner, Infinity Consulting Team Ltd. |
| Published by: | The Walkerton Inquiry |
This summary is meant to highlight the salient points and our thinking on the subject. Please feel free to add your own reading and thoughts in the comments section. Enjoy!
In May 2000 seven people died and hundreds were sickened in Walkerton when the water supply of this small Ontario town was contaminated with E. Coli and Campylobacter jejuni bacteria.
This paper was commissioned by the Walkerton Inquiry set up to investigate. Rather than focus on the organizational failings that led to the tragedy itself, the authors discuss modern organizational theory in general.
