This is part 2 of a two-part episode with John Hunter. John Hunter's background includes two areas of focus: management improvement and information technology program management. His experience is in improving the performance of organizations. For the last 15 years, his focus has been on management improvement with a concentration on using technology to aid this process.

Linkedin
Curious Cat
Johnhunter.com

Here are some links John sent me.

Sales Commissions

  https://deming.org/eliminate-sales-commissions-reject-theory-x-management-and-embrace-systems-thinking/

(including why Fog Creek Software got rid of sales commissions)

Why ThoughtWorks Eliminated Sales Commissions

https://deming.org/why-thoughtworks-eliminated-sales-commisions/

https://deming.org/eliminating-sales-commissions-at-air-force-one/

The System of Profound Knowledge Applied to Sales and Marketing (presentations at Deming Institute)  
 
https://deming.org/the-system-of-profound-knowledge-applied-to-sales-and-marketing/

Related Material:

https://management.curiouscatblog.net/2010/01/28/the-trouble-with-incentives-they-work/

The Existing Management Conditions Limit How Effective New Strategies Will Be

https://deming.org/the-existing-management-conditions-limit-how-effective-new-strategies-will-be/

(with related links including )

https://management.curiouscatblog.net/2010/12/08/building-adoption-of-management-improvement-ideas-in-your-organization/ )