or any less for the company? They make less than Hamilton but can’ t figure out what to do to follow Hamilton’ s example.
“ How does it benefit the company to have each salesperson confused about what they need to do to succeed? Have you ever heard what happens when you randomly reward and punish lab animals in such a way that they can’ t figure out how to get the reward or avoid the punishment? They go nuts. It can’ t be any healthier for our salespeople.”
To be continued next month.
1
W. Edwards Deming, Out of the Crisis( Cambridge, MA: Massachusetts Institute of Technology, Center for Advanced Engineering Study, 1982) p. 346 – 354.
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Charles
Cohon Charles Cohon, CPMR, is CEO and president of MANA. In 2016 Cohon earned the Certified Association Executive( CAE) designation after completing American Society of Association Executives( ASAE) coursework and testing. Cohon also earned an MBA with honors and with concentrations in strategic management and entrepreneurship from the University of Chicago Booth School of Business, and was founder and owner of a very successful Illinois manufacturers’ representative firm for nearly 30 years before joining MANA.