Shift 1: Past Performance to Future Potential
Instead of looking for a person suited to a specific job criterion, ironically, we should be looking for a person suited to flexibly deploying their skills in a wide range of work contexts.
The rise of general manager Phil Nolan to the executive ranks of his company, a market leader in laundry products, was due in large part to his role-model qualities. Phil was placed in charge of the firm’s troubled core product, a liquid detergent whose sales were in a multiyear downward slide. Two high-visibility marketing managers had each been given a chance to reinvigorate product sales. Both had tried price-reduction tactics, to no avail. Then it was Phil’s turn. But, with a background in product ...
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