Reevaluation time

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings A study of 277 insurance salespeople finds that a digital-friendly culture lifts sales performance only by changing what sellers actually do, and that outcome-based quotas cancel that effect entirely. Originality/value The briefing saves busy executives, strategists and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.