Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling

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The Daily Stat from Harvard Business Review

 

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August 28, 2014 What Baseball Fans Really Love: Doubt About the Outcome In major league baseball's first half-century, game attendance was entirely determined by teams' winning percentages, but in recent decades fans have been increasingly attracted by stadium quality, batting performance, and outcome uncertainty, raising the importance of competition-enhancing policies such as player free agency, say Seung C. Ahn of Arizona State University and Young H. Lee of Sogang University in South Korea. When a league policy enhances competitive balance enough to increase doubt about game outcomes and about consecutive-season dominance by 1 standard deviation, attendance increases by 4% in the American League and 7% in the National League. SOURCE: Major League Baseball Attendance: Long-Term Analysis Using Factor Models

PREVIOUS STATS The Power of the Odd Price Ending in Assuaging Buyers' Guilt Women Surpass Men as Kickstarter Fundraisers Different Kinds of Cuteness Affect Us in Different Ways Sometimes, Employees Are Right to Worry About Taking Vacation Why Going All-In on Your Start-Up Might Not Be the Best Idea The Benefits of Male Small-Talk

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The Management Tip of the Day from Harvard Business Review

 

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August 28, 2014 Recognize When You’re Being Passive-Aggressive When was the last time you didn't share your honest opinion when asked? Or the last time you got upset with someone and didn't let the person know why? Or maybe you procrastinated on an assignment because you didn't see the value in it. It's hard to recognize our own passive-aggressive behavior, but if we don't confront it, it breeds mistrust and erodes our credibility. First, identify what drives you to be passive-aggressive. Understanding the underlying cause (maybe a fear of failure, or rejection, or conflict) allows you to address it head-on. Then be honest with yourself about what you really want: What do you truly think or really want to say? What outcome are you hoping for? Think about how to express those desires in a direct, respectful way. And finally, get input from others to see if you're improving. Adapted from " Signs You're Being Passive-Aggressive" by Muriel Maignan Wilkins.

PREVIOUS TIPS Don’t Stop Learning Once You Hit the C-Suite Focus on Choices When Making Strategy Be Heard at Your Next Meeting Structure Your Work to Avoid Temptation Resolve a Conflict at Work Include Leaders in Your Strategy-Making

BEST SELLERS HBR's 10 Must Reads: The Essentials | HBR's 10 Must Reads Boxed Set | HBR Guide to Persuasive Presentations | HBR Guide to Better Business Writing | HBR Guide to Getting the Right Work Done

FEATURED PRODUCT Playing to Win Strategy Toolkit HBS Press Toolkit Be confident in your strategy success. The best-selling book by A.G. Lafley, CEO of Procter & Gamble, and Roger Martin of the Rotman School of Management revealed a tested approach to strategy based on making smart choices to stay ahead of the competition that has been embraced by business leaders worldwide. Now, the Playing to Win Strategy Toolkit delivers this industry-proven framework with step-by-step support to develop and implement successful strategy in any organization. With expert advice from Roger Martin, customizable support, and guidance throughout the entire process, this comprehensive tool will help you lead your team through a successful strategy initiative. The toolkit consists of five components: 1) A comprehensive facilitator's guide provides advice about how to prepare, who to involve, and what common challenges to avoid 2) Four detailed case studies show how real-world companies are using the "Playing to Win" approach. 3) Three fully customizable meeting decks to help you save time and meeting management headaches. 4) A set of short video clips from Roger Martin offers advice on getting started and solving common strategy obstacles. 5)The bestselling e-book "Playing to Win: How Strategy Really Works." Buy Now

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