关于工作的9大谎言(九个工作谎言)

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本文节选自《关于工作的9大谎言》

economics，youmightevensurmise，astheWaterdripsoffyournose，thattherainhasincreasedthenumberoftaxihailers(demand)vvhilenotchangingthenumberoftaxidrivers(supply)，hencetheproblem.Butactuallythat，snotquitevvhat，sgoingon.Cabdrivershaveaninformaldailygoal，orquota，forthefarestheyvvanttoearnbeforetheyallowthemselvestostopvvorking一formostcabbiesthatnumberist\\^/icethecostofrentingthecabfortheday.尘Themomenttheday，sreceiptsadduptot\\(/icetheirrentalfee，theyheadhomeandrestupforthenextdayofbattle.Now，theyhavethisgoaleveryday，butonrainydays-becausemorepeoplechoosetotakeacab-theyhittl1atgoalearlierintheirshift，andtl1emomenttheydotheyvanishoffhome.Thesamethinghappens\\(/ithsalesquotas.Leaderssetquotasbecausetheyvvanttostimulatetheperformanceoftheirsalespeople.Butquotasdon，tactuallyvvorklikethat.Theverybestsalespeoplehittheirquotamond1sbeforetl1eendoftheyear，vvhereupontheydothesalesequivalentofvanishingoffhome-thatis，theystarttodelaytlaeclosingoftheirdealssothattheycan“bank”themandensurethattheybeginthenextyear\\(/ithaheadstart.Salesgoalsactuallydegradetl1eperformanceoftopsalespeople-theyfunction，astheydoforNewYorkCitycabdrivers，asaceilingonperformance，notacatalystformoreofit.ButWhataboutsalespeopleWhoarestruggling，ormiddle-of-the-road?won，tgoalsservetostretchthemupWardtovvardtheirquota，inmuchthesamevvayasourfriend，smarathongoal\\^/illhelptostretchherupWardtovvardgreaterendurance?well，again，notexactly.Inreality，Whathappenstomiddlingorstrugglingsalespeopleisthattheirimposedquotaincreasesthepressureonthem.Andthisisnottheself-imposedpressurethatcomesfromattemptingtoachievesomethingWefeelisimportant一thesortourmarathon-trainingfriend\\^/illfeelonaSundaymorningvvhensheforcesherselftogetupandgorunning.No，thispressuretoachievecompany-imposedgoalsiscoercion，andcoercionisacousintofear.Intl1eWorstcases，fear-fueledemployeespushandpushand，fallingshort，resorttoinappropriateandsometimesillegaltacticsinordertomeettheirgoals.ThisisvvhathappenedatwellsFargoM/ithitscross-sellinggoalsforeachbranch:ifsomeonecameint

九个工作谎言 epub

oopenupacheckingaccount，thewellsFargopersonalbankerWasalsosupposedtosellthemaSavingsaccount，acreditcard，ademanddepositaccount，andaloan.Buthavingthesegoalsdidn，tleadtomorecross-selling，oratleast，notjusttl1at.Instead，itledtothecreationofmorethan3.5millionfakeaccounts.Noneofvvhichistosaythatsalesquotasareuseless.Infact，theycanbeanexcellentforecastingdevice.SeniorleaderscanusethemtoestimateWhatthecompany，stoplineisgoingtobeforanygivenperiod，andd1enannouncethistotheboardandtheinvestmentcommunitysothatallinterestedpartiescangetasenseoftheexpectedrevenues，againstvvhichcosts，investments，andultimatelycashflovvcanbeassessed.Thebestexecutivesaregoodguesstimators一theyhaveasense，bornoflongexperience，ofWhatthemedianquotashouldbe，the“lineofbestfit”aroundvvhichtl1evariationofsalespeople，sperformance\\^/illcluster.Somevvilloutperformtheirquotaby10percent，others\\(/illfallshortby10percent，andthusatyear，sendthesalesgoals，vvhenguessedvvell，\\(/illbehit.Butthesesalesgoalsdon，tbegetmoresales;theyjustanticipateWhatthesales\\^/illbe.Salesgoalsareforperformanceprediction，notperformancecreation.Howabouttrackingperformance-dogoalsallowcompaniestodothat?Hardly.Eventhoughsomanycompaniesaskemployeesto\\^/ritedowntl〕eiryearlygoalsandtracktheirprogressusingsomesortofsoftware;eventhoughbookslikeTheProgressPrinciplebyTeresaAmabileandStevenKramersaythathumanslovetotracktheirprogressandtliattheyderivejoyfromeachachievement;呈-andeventhough，inthelastfewyears，wehaveseenmoregoaltrackingandnotless;noneofthistrackingdoeswhatitisintendedto，forthesimplereasonthatyourprogresstowardagoalisnotlinear.Takeourmarathon-runningfriend.If，attheendofFebruary，shecalculatesthathertrainingregimenis62percentcomplete，doesthatmeanthatshehasonly38percentofhermarathongoallefttogo?obviouslynot:shehas100percentleftbecauseshehasn，tyetstartedheractualmarathon.Andwhathappenswhenshedoesindeedrunherrace?whenshehasfinishedherfirstthirteenmilesdoestl〕atmeansheisnowtl〕irteenoutoftwenty-sixmiles，or50percentofthewaytowardcompletingtherace?Again，no.

关于工作的九个谎言PDF

Aseverymarathonrunnerdiscovers，tliefirsthalfofthemarathonisthecomparativelyeasypart.It，sthelasthalf一inparticular，dielastsixmiles一that，sbrutal.(〕nlywhenyoupassthetwenty-milemarkdoyoubegintofeelthelegshardenandthernindweaken;onlythendoyouknowwhetheryouhavethephysicalandmentalstrengthtocompleteyourgoal.Andwhatpercentageofthewholedoestherefiningfireofthelastsixmilesrepresent一40percent?60percent?90percent?It，simpossibletoputanaccuratenumberonitbecause，intruth，thefirsttwentymilesofamarathonareonething，andthelastsixmilesaverydifferentthing.Soourfriendcan，tbe62percentdone\\(/ithhermarathonpreparation，norshecanbe50percentdonewithheractualmarathon.Shecanonlyeithercompletethegoalornotcompleteit.Allgoals，atleastintherealworld，functioninthissameway.Youareeitherdone，oryouarenotdone:goalattainmentisbinary.Youmightwanttosetsomeintermediategoalsalongtheway，andtickdiesegoalsoffastheyaredone(ornotdone).Butyouwon，teverbeabletoassigna“percentcomplete”toyourbiggergoalasyoutickoffthesemini-goals.Andifyouattemptto，orifyourcompanyasksyouto，you\\^/illonlybegeneratingfalselyprecisedataaboutdiestateofyourprogress.Finally，whataboutevaluatingemployees?Canweevaluateapersonbasedonhowmanygoalsheorshehasachieved?Manycompaniesdo，forsure.Buthere，sthesnag:unlesswecanstandardizethedifficultyofeachperson，sgoalsit，simpossibletoobjectivelyjudgetherelativeperformanceofeachemployee.Let，ssaywehavetwoemployeeswe，reevaluating，VictoriaandAlbert.Eachisaimingtocompletefivegoals，andatyear，sendVictoriahasachievedthreegoalsandAlberthasachievedfive.DoestliatmeanAlbertisahigherperformer?Notnecessarily.MaybeoneofVictoria，sfivegoalswas“Governanempire”andoneofAlbert，sfivegoalswas“Makeacupoftea”ForustousegoalattainmenttoevaluateVictoriaandAlbert，weneedtobeabletoperfectlycalibrateeachandeverygoalfordifficulty-weneedeachmanager，\\(/ithperfectconsistency，tobeabletoweighthestretchinessorslacknessofagivengoalinexactlythesamewayaseveryotliermanager.吏Andasithappensthissortofcalibrationisapracticalimpossibility，sowecan，t.Sorry，Albert.

关于工作的九大谎言

综上：九个工作谎言值得推荐阅读