MANAGING SALES STRATEGIES

Head of US sales, Michael Hickey of Astra Zeneca had a clear sales strategy which helped 6000 people strong US sales force achieve break through performance in the US region. Astra Zeneca, which is a global pharmaceutical major with over USD 12 billion in sales, later adopted such a strategy process across other major geographies. Strategy was one of the major components of successful transformation of IBM

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SHORT ANIMATION

Here is quick 5-minute power point animation on balanced scorecard. The animation explains why companies need balanced scorecard and walks through the balanced scorecard frame work and its key template. This animation is rather brief yet gives an overview to the scorecard methodology before you can dive down deeper into it.

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HOW CAN WE SUSTAIN THE SCORECARD INITIATIVE ?

This paper explores certain steps the leaders can take so as to ensure long-term success of the balanced scorecard initiative.

Many leading, large Indian companies have implemented balanced scorecard in their organizations. Over the years, we have been interacting with many of these organizations at various levels. Some of these scorecard initiatives are facing serious problems in terms of making the scorecard a strategy management process. In majority of these organizations, they have done the strategy map, built first scorecard and also set targets. However, their scorecard program is not a living process. It was at its best a good one-time event. Article explores strategies to avoid certain general traps organizations can easily get into.

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