Daniel

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When it comes to dividing activities, it tends to make sense to make divisions along three axes: 1. Location. You should split field and inside activities—meaning that people work inside or outside but never a mix. 2. Work type. You should split activities that are different enough to impose a switching cost. For example, creative activities do not mix well with more transactional ones. 3. Cadence. You should split long and short lead-time activities. For example, in a technology environment, you should not mix true development work with break-fix tasks.
The Machine: A Radical Approach to the Design of the Sales Function
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