Sales Force by Curtis Hartman, 1996 explores Ron Rodin’s use of Deming’s ideas at Marshall Industries. Ron Rodin’s book, Free Perfect and Now, is excellent.
The system had to change. “We eliminated commissions, incentives, promotions, contests, P&Ls, forecasts, budgets, the entire functional organization chart,” Rodin says. It was a radical move. Contests and commissions — internal competition — were a way of life in the industry, the universal motivational tool. Rodin was hammered when he unveiled the plan in an open letter to the industry. One competitor accused him “of kissing Deming’s ring.” Another called the system “communistic.” Electronic Buyers News, the industry bible, published a biting editorial.
Yes the article is 10 years old by as I have stated numerous times I don’t believe only things written in the last week have value. Going back to the great stuff (even if you have read it before) is often much better than reading whatever is new.
November 9th, 2006 at 8:01 pm
To my view Amazon is doing some very interesting innovation. As with most true innovation it is not easy to understand if it will succeed or not. I believe Amazon is a very good company at using technology. They have done many innovative things. They have been less successful at turning their technology into big profits…
February 24th, 2008 at 8:55 am
I believe the best way to communicate such changes are to explain how they tie into the long term vision of the organization…
October 13th, 2008 at 9:23 am
“Chelsea Boyd told me that eliminating tipping had made her work as a waiter at the Linkery more meaningful than any other restaurant job she has had in the previous 10 years…”
November 5th, 2008 at 12:06 pm
Managers need to eliminate de-motivators of employees not try to find better carrot dangling schemes to somehow make the carrot dangling incentive produce the desired behavior…