Gary Cokins highlights some recent Dutch research that suggests;
overall enterprise performance is improved by defining accountability for sales turnover and profit and loss simultaneously over multiple dimensions (e.g., by product, region, account, market segment, industry). This “multidimensional” concept means that for each dimension, a separate manager is held accountable –and with consequences of reward or punishment
While a full appreciation of multidimensionality is for me at least, some way of, I am intrigued and interested to read that;
The Dutch study implies that reshaping an organization’s social structure with multidimensional principles is emerging as a trend. Implementing a performance management framework most certainly is an essential enabler to make such a vision a reality.
