List Price: $10.00
Member Price: $0.00
Quantity:

Making the Exemplary Normal

In this case study format, three experts weigh in on how regional sales success can be replicated across the company. The case study involves a software sales organization in one city that is outperforming its peers. The experts attempt to determine if the results are related to the talents of an individual and her management style, or if there are actions, procedures, and processes that can be replicated. Elliott writes that only after determining a star performers output should one ask what the star did in order to accomplish it. Tasks do not bring value to the company. Outputs do. That said, once the major outputs have been identified, its vital to break down each output into a list of transferable tasks. Galbraith writes that in doing human performance improvement work, theres a go/no go decision that follows the analysis. At that point in the overall performance improvement process, you find out if the burning platform that became the catalyst for the effort is still a blaze, or if the fire has now smoldering or gone out. Folson notes that to get our answers, you need to both observe and interview the exemplary performer. More and more data is collected in the workplace today, but he explains that less time is spent identifying what data are important and reflecting on the implications of the data.

Product Code: 76050640E


Click here to view the license agreement.