There's a better way to budget.

Having trouble viewing this email? Click here to see it in a web browser. Become as Good at Budgets as Your Boss Thinks You Are Budgeting is a necessary business process that can either hamstring growth or power it. Order our Better Budgeting Collection and quickly discover how your budgeting is holding you back and, more importantly, learn how to create and apply budgeting correctly and effectively. This specially priced, 5-title set will help you gain the knowhow and skills you need to become proficient at budgeting and transform it from a tedious task into a strategic, business-critical process that can improve your organization's bottom line. Product #8984BN • Special Collection A savings of 30% off the individual component prices! ORDER NOW Only $69.00* The Better Budgeting Collection features five of our most useful, and popular, budgeting titles: Budgeting Essentials CD-ROM This interactive Harvard ManageMentor program explains how basic budgeting works, how to create different types of budgets and troubleshoot common budgeting problems. You'll quickly learn about: Budgeting approaches Categorizing expenses Preparing an operating budget Forecasting sales and returns Sensitivity analysis Creating "what if" scenarios Linking budgets to the Balanced Scorecard Preparing A Budget Paperback Book Quickly turn your budget into a financial action plan using this essential guide packed with tools, self-tests and real life examples that help you identify weaknesses and develop smart budgeting skills. The Preparing A Budget guide shows you how to: Accurately forecast sales volume, revenue and expenses Reconcile forecasts to organizational goals Build support for a proposed budget Fine-tune your budgeting process over time Beyond Budgeting: How Managers Can Break Free From The Annual Performance Trap By Jeremy Hope and Robin Fraser Hardcover Book This volume describes how outdated budgeting practices and performance incentives cost organizations time and money. Worse, they often incite deceptive, even unethical sales and accounting behavior. Supported by an intensive, international study of pioneering companies, Beyond Budgeting will help you: Overcome the issues of traditional budgeting practices Develop performance goals and incentives that put the company's best interest—not those of individual managers—first Apply a budgeting and management model that drives improvement and competitive advantage Beyond Budgeting explains how effective budgeting works hard to drive as much value as possible from your sales and operations. Who Needs Budgets? By Jeremy Hope and Robin Fraser HBR Article This Harvard Business Review article reveals how inflexible budgeting severely restricts a company's ability to quickly adapt to changing market conditions and causes senior management to focus on the wrong goals and measurements of performance. Learn how to create more effective budgets that: Use both financial and non-financial benchmarks to drive revenues and profit Enable the company to free itself from budget hamstrings that impede nimbleness and growth Allow employees and managers to proactively pursue opportunity, instead of reactively reconciling results against last month's competitive numbers Corporate Budgeting Is Broken—Let's Fix It by Michael C. Jensen HBR Article This Harvard Business Review article demonstrates how traditional budgeting practices that tie compensation agreements to certain performance metrics divide loyalties, create turf wars, hamstring progress and even incent deceptive forecasting and reporting. You'll learn how: Traditional pay-for-performance incentives encourage managers to game the system To recognize when and how current performance compensation is impacting the bottom line A linear pay-for-performance bonus program that's budget independent encourages and rewards actual initiative and performance SAVE 30% Receive the entire, 5-volume Better Budgeting Collection for just $69* ORDER NOW To order by phone, call us toll-free at 800-668-6780 and mention referral code 01417. Outside the U.S. and Canada, call +1-617-783-7450. * Purchasers are responsible for all shipping charges, duties, taxes, brokerage fees, and/or import fees imposed by the country of import. Please check with your customs office for details. If you do not wish to receive special offer email messages from Harvard Business Review, click here. If you do not wish to receive any email messages from Harvard Business Review, click here. Copyright © 2012 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing | 60 Harvard Way | Boston, MA 02163 Customer Service: 800-545-7685 (+1-617-783-7600 outside the U.S. and Canada)

Management Tip of the Day: Get the Most From Your Star Salespeople

Are you having trouble viewing this email? If so, click here to see it in a web browser. HOME   |   TIPS   |   BLOGS   |   THE MAGAZINE   |   BOOKS   |   STORE RSS   |   Mobile AUGUST 1, 2012 Get the Most From Your Star Salespeople Get rid of commission ceilings. Caps on commissions incentivize salespeople to sell to the quota and then stop. Without them, you'll likely see increased revenue and happier salespeople. Offer over-achievement commissions. For those who surpass their quotas, increase the commission rate. This will keep your stars working hard during the fourth quarter, which is often when customers are most ready to buy. Allow multiple winners. This will boost sales effort and improve performance better than contests with winner-take-all prize structures. Today's Management Tip was adapted from "Motivating Salespeople: What Really Works" by Thomas Steenburgh and Michael Ahearne. Read the article and join the discussion:» Share Today's Tip: FEATURED PRODUCT Yes to the Mess: Surprising Leadership Lessons from Jazz HBR Press Book What can Duke Ellington and Miles Davis teach us about leadership? Learn how the improvisational "jazz mind-set" and the skills that go along with it are essential for effective leadership today. With fascinating stories of the insights and innovations from the jazz world, author Frank Barrett introduces a new model for leading and collaborating in organizations that can help anyone who leads teams or works with them. ADVERTISEMENT Follow the Tip: PREVIOUS TIPS Get Your Boss to Say Yes Get Unstuck When Innovating Choose the Right Leadership Approach Set Ground Rules for Your Global Team Make Your Presentation's Visual Aides Easy to Follow Don't Dismiss Critics of Change Start Your Team on the Right Path Conduct an Informal 360° Maintain Momentum for Your Change Effort Manage Your Team Indirectly All Previous Tips BEST SELLERS HBR's 10 Must Reads: The Essentials HBR's Must Reads Library Set Guide to Persuasive Presentations Guide to Better Business Writing Guide to Getting the Right Work Done Introducing HBR's Morning Advantage The Harvard Business Review Morning Advantage delivers the latest business ideas from beyond HBR.org directly to your inbox every morning — and it is free! Sign up today >> UNSUBSCRIBE   |   UPDATE YOUR PROFILE   |   MORE EMAIL NEWSLETTERS   |   PRIVACY POLICY Was this email forwarded to you? If so, sign up to start receiving your own copy. ABOUT THIS MAILING LIST You have received this message because you subscribed to the "Management Tip of the Day" email newsletter from Harvard Business Review. If at any point you wish to remove yourself from this list, change your email address, or sign up for other email newsletters and alerts, please visit the Harvard Business Review Email Newsletter Preference Center. OPT OUT If you do not wish to receive any email messages from Harvard Business Review, click here. ADVERTISE WITH HBR This enewsletter is read by thousands of decision makers every day. Learn more about connecting your brand with this audience. Copyright © 2012 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing | 60 Harvard Way | Boston, MA 02163 Customer Service: 800-545-7685 (+1-617-783-7600 outside the U.S. and Canada)