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Measuring Performance by Harvard Business School Press

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Maura’s Story

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By measuring your group’s performance, you ultimately manage that performance more effectively. In other words, by pulling away from your daily routine and thinking carefully about how your group does what it does, you can determine how effectively your group is operating. You can then address shortfalls and other problems, whether they stem from your direct reports’ performance, your managing style, or some other source.

Consider the following story about Maura, who heads up a large sales group. Through the process of appraising her group’s performance, she makes some insightful discoveries that help her manage her group more effectively. ...

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