The W. Edwards Deming Institute Blog

Posts Tagged ‘sales’

Do We Need to Find Management Ideas from Our Industry?

Quite often people are concerned that our industry isn’t the same as some example. And often this leads to concerns that we can’t use the ideas. Deming’s management system is not prescriptive. There is not a recipe for how to implement the ideas in your organization. This often frustrates people. But the lack of prescriptive […]

Why ThoughtWorks Eliminated Sales Commissions

Martin Fowler offers insightful details on the problems with using sales commissions (click on the right arrow button at the very top middle to see the next slide). Some quotes from his presentation: there are serious problems with the sales commission model, problems that led ThoughtWorks to get rid of all sales commissions in 2013 […]

Podcast with Kelly Allan on Dr. Deming and Peter Scholtes

Joe Dager has posted another Deming related discussion, in his Business 901 podcast series: The Work of Peter Scholtes. This time Kelly Allan joined him to talk about the ideas on management of Dr. Deming and Peter Scholtes. Kelly serves on the The W. Edwards Deming Institute advisory council and serves as a senior facilitator […]

Eliminate Sales Commissions: Reject Theory X Management and Embrace Systems Thinking

Dr. Deming explained that paying sales commissions to staff introduced distortions into the organization that damaged overall performance. Each topic has different connections to Deming’s system of profound knowledge, as he laid it out in the New Economics. The problems with sales commissions heavily touch on all of the four areas of the management system. […]

Dr. Deming on Innovation

Dr. Deming is well known for urging companies to bring a scientific rigor to their management practices. For that reason, some people remember his primary emphasis being on control charts and PDSA and using data to validate decisions and drive improvement. It is true that he preached the importance of using this thinking to improve. […]