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Gillette: Triggering instant change

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in Leaders & Managers,Performance Reviews

Jim Kilts, now former CEO of Gillette, was the first CEO the company hired from the outside in more than 70 years. That was in 2001, and his first action was to boost performance through the ranks. He replaced the old measures of success with new criteria and benchmarks.

The most important was instituting new job-performance reviews tying individual performance directly to P&L and market share. (“Here’s your budget … and here’s your market share target.”)

To get your people to change their performance, try instituting new success measures.

—Adapted from You’re In Charge—Now What?, Thomas J. Neff and James M. Citrin, Crown Business.

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