The 6P's of sales resource management

This paper will explore a data-driven approach called Sales Resource Management (SRM) that can provide real insight into sales management. The DSMT (Diagnosis, Strategy, Metrics and Tools) framework can be used to solve field sales management challenges. This paper focus on the 6P's strategy of SRM and illustrates how to use them to solve the CAPS (Concentration, Attrition, Performance and Spend) challenges. © 2010 IEEE.

La microfinance en contexte international : les indicateurs de performance des institutions de microfinance et la problématique des évaluations d'impacts

[…] Depuis le succès, parfois trop galvaudé, de la Banque Grameen au Bengladesh, la microfinance est de plus en plus vue comme un des outils privilégiés de développement dans les pays où les capitaux sont rares. L'intérêt pour la microfinance a cumulé au Sommet sur le microcrédit tenu à Washington en février 1997. Le sommet a réuni une pléiade d'acteurs parmi les plus importants de la planète. Un objectif a fait consensus : atteindre 100 millions de familles pauvres de la planète d'ici 2005 et beaucoup d'argent en jeux. D'un autre côté, certains disent qu'il y a un danger à vouloir tourner un outil en une panacée et doutent de ce genre de déclaration typique des grands sommets. L'expansion de la microfinance serait trop rapide et aléatoire et «jeter» trop d'argent aux pauvres est la meilleure recette pour en assurer l'échec D'autres opposants disent également que la microfinance est en train de drainer beaucoup d'argent et d'efforts vers des programmes dont la viabilité est douteuse au détriment des programmes essentiels de santé et d'éducation. Cet essai vise essentiellement à dresser un portrait général de la microfinance dans le contexte du développement international. L'accent est mis sur l'évaluation de la performance de la microfinance sous deux angles : [1] Les performances financières et opérationnelles des institutions de microfinance (IMF). Ici, on considère l'institution comme l'objet de l'évaluation. L'objectif est d'évaluer la pérennité de l'institution, laquelle peut être estimée à travers des indicateurs (ratios) de viabilité financière, de la qualité du portefeuille, de la productivité et d'efficacité dans l'utilisation des actifs immobiles et des capitaux, etc. Plus précisément, on s'intéressera au rendement ajusté sur l'actif, au portefeuille à risque, à l'autosuffisance financière et opérationnelle. [2] Les impacts socio-économiques de la microfinance. Une des prétentions des adeptes de la microfinance est qu'elle puisse contribuer à réduire la pauvreté ou du moins à améliorer le sort des bénéficiaires de crédits. Dans cette optique, l'objet de l'évaluation n'est plus seulement l'institution, il devra aussi englober les effets sur les clients et parfois même sur l'environnement financier si l'objectif est d'amener les clients à intégrer éventuellement le marché financier formel. Or, il n'est pas aisé d'évaluer tous ces impacts de la microfinance. L'essai exposera la problématique entourant ces évaluations d'impacts. Les évaluations de la performance et des impacts sont devenues incontournables. Sans trop entrer en détails sur l'importance de ces évaluations, on peut relever au passage les éléments suivants : - Les bailleurs de fonds veulent savoir si leurs fonds sont utilisés efficacement et s'ils ont des impacts en fonction des objectifs fixés. - Les gestionnaires veulent mieux gérer leurs institutions et satisfaire les bailleurs. - Les organisations d'appuis techniques veulent mieux servir les IMF et avancer les connaissances. - Quant aux clients, on ne leur demande pas souvent leurs avis. Pourtant, ils sont les mieux placés pour connaître les impacts des crédits sur leurs conditions de vie. Les clients informés veulent aussi connaître les risques qu'ils encourent sur les prêts. Certains placent leurs épargnes dans les EMF, ils veulent donc connaître les rendements et les risques de leurs placements. […]

A Performance Measurement System to Manage CEN Operations, Evolution and Innovation

Part 16: Performance Measurement Systems

Regional Diversification and Performance: Conceptualization and Competing Strategic Objectives

This dissertation comprised of three essays provides justification for the need to pursue research on multinationality and performance with a more fine-grained approach. Essay one is a conceptual response to an article written by Jean-Francois Hennart in 2011 which questions the need and approach toward future research in this domain. I argue that internalization theory does not render multinationality and performance research meaningless and identify key areas where methodological enhancements can be made to strengthen our research findings with regard to Hennart’s call for more content validity. Essay two responds to the need for more-fine grained research on the consequences of multinationality by introducing non-traditional measures of performance such as social and environmental performance and adopting a more theoretically relevant construct of regionalization to capture international diversification levels of the firm. Using data from the world’s largest 600 firms (based on sales) derived from Bloomberg and the Directory of Corporate Affiliates; I employ general estimating equation analysis to account for the auto-correlated nature of the panel data alongside multivariate regression techniques. Results indicate that regionalization has a positive relationship with economic performance while it has a negative relationship with environmental and social performance outcomes, often referred to as the “Triple Bottom-Line” performance. Essay three builds upon the work in the previous essays by linking the aforementioned performance variables and sample to corporate reputation which has been shown to be a beneficial strategic asset. Using Structural Equation Modeling I explore economic, environmental and social signals as mediators on relationship between regionalization and firm reputation. Results indicate that these variables partially mediate a positive relationship between regionalization and firm reputation. While regionalization positively affects the reputation building signal of economic performance, it aids in reputation building by reducing environmental and social disclosure effects which interestingly impact reputation negatively. In conclusion, the dissertation submits opportunities for future research and contributes to research by demonstrating that regionalization affects performance, but the effect varies in accordance with the performance criterion and context. In some cases, regional diversification may produce competing or conflicting outcomes among the potential strategic objectives of the firm.

The significant role of third-party logistics (3pl) operators as fosterers of organizational performance in colombian companies

La eliminación de barreras entre países es una consecuencia que llega con la globalización y con los acuerdos de TLC firmados en los últimos años. Esto implica un crecimiento significativo del comercio exterior, lo cual se ve reflejado en un aumento de la complejidad de la cadena de suministro de las empresas. Debido a lo anterior, se hace necesaria la búsqueda de alternativas para obtener altos niveles de productividad y competitividad dentro de las empresas en Colombia, ya que el entorno se ha vuelto cada vez más complejo, saturado de competencia no sólo nacional, sino también internacional. Para mantenerse en una posición competitiva favorable, las compañías deben enfocarse en las actividades que le agregan valor a su negocio, por lo cual una de las alternativas que se están adoptando hoy en día es la tercerización de funciones logísticas a empresas especializadas en el manejo de estos servicios. Tales empresas son los Proveedores de servicios logísticos (LSP), quienes actúan como agentes externos a la organización al gestionar, controlar y proporcionar actividades logísticas en nombre de un contratante. Las actividades realizadas pueden incluir todas o parte de las actividades logísticas, pero como mínimo la gestión y ejecución del transporte y almacenamiento deben estar incluidos (Berglund, 2000). El propósito del documento es analizar el papel de los Operadores Logísticos de Tercer nivel (3PL) como promotores del desempeño organizacional en las empresas colombianas, con el fin de informar a las MIPYMES acerca de los beneficios que se obtienen al trabajar con LSP como un medio para mejorar la posición competitiva del país.

Impact of IS/IT Investments on Firm Performance: Does Stakeholder Orientation Matter?

This research project addresses a central question in the IS business value field: Does IS/IT investments impact positively on firm financial performance? IS/IT investments are seen as having an enormous potential impact on the competitive position of the firm, on its performance, and demand an active and motivated participation of several stakeholder groups. Actual research conducted in the Information Systems field, relating IS/IT investments with firm performance use transactions costs economics and resource-based view of the firm to try to explain and understand that relationship. However, it lacks to stress the importance of stakeholder management, as a moderator variable in that relationship. Stakeholder theory sees the firm as the hub centric to the spokes representing various stakeholders who were in essence equidistant to the firm, and survival and continuing profitability of the corporation depend upon its ability to fulfil its economic and social purpose, which is to create and distribute wealth or value sufficient to ensure that each primary stakeholder group continues as part of the corporation’s stakeholder system. Stakeholder theory in its instrumental version, argues that if a firm pays attention to the stakes of all stakeholder groups (and not just shareholders), it will obtain higher levels of financial performance. With this premise in mind, the aim of this paper is to discuss and test the use of stakeholder theory in the IS business value stream of research, in order to achieve a better understanding of the impact of IS/IT investments on firm performance (moderated by stakeholder management). To achieve the expected impact from an IS/IT investment, it is argued that firms need a strong commitment from those stakeholder groups, which lead us to the need of a corporate “stakeholder orientation”. When firm financial performance is measured by returns on assets (ROA), returns on investments (ROI) and returns on sales (ROS), the results show that “stakeholder orientation” impact positively in the relation between IS/IT and firm performance, using a sample of Portuguese large companies.

High body mass index is not a barrier to physical activity: Analysis of international rugby players' anthropometric data

Recent data indicate that levels of overweight and obesity are increasing at an alarming rate throughout the world. At a population level (and commonly to assess individual health risk), the prevalence of overweight and obesity is calculated using cut-offs of the Body Mass Index (BMI) derived from height and weight. Similarly, the BMI is also used to classify individuals and to provide a notional indication of potential health risk. It is likely that epidemiologic surveys that are reliant on BMI as a measure of adiposity will overestimate the number of individuals in the overweight (and slightly obese) categories. This tendency to misclassify individuals may be more pronounced in athletic populations or groups in which the proportion of more active individuals is higher. This differential is most pronounced in sports where it is advantageous to have a high BMI (but not necessarily high fatness). To illustrate this point we calculated the BMIs of international professional rugby players from the four teams involved in the semi-finals of the 2003 Rugby Union World Cup. According to the World Health Organisation (WHO) cut-offs for BMI, approximately 65% of the players were classified as overweight and approximately 25% as obese. These findings demonstrate that a high BMI is commonplace (and a potentially desirable attribute for sport performance) in professional rugby players. An unanswered question is what proportion of the wider population, classified as overweight (or obese) according to the BMI, is misclassified according to both fatness and health risk? It is evident that being overweight should not be an obstacle to a physically active lifestyle. Similarly, a reliance on BMI alone may misclassify a number of individuals who might otherwise have been automatically considered fat and/or unfit.