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MEASURE AND COMMUNICATE WHAT REALLY MATTERS IN PERFORMANCE

The best way to create top performance in your sales team and staff is knowing what great performance for your organization looks like. Before you begin talking about standards you need to know and clearly communicate your organizational values and goals. It all starts there!
I have made this statement many times… only work with people who share your values. Specific values may be called out in performance goals such as a restaurant server acting in a way that creates a great guest experience. Values are very important and so are behaviors.
Behaviors involve how an employee should act and react and values play a big part in this. Of equal importance are the required deliverables. These are the results. Now how do we communicate this?
Let’s start with clear standards and goals and then do regular measurements. Many managers dread the words “Performance Appraisal.” Unfortunately, that attitude creates failed opportunities. A performance appraisal is a time to have critical conversations with an employee around behaviors and results.
Well administered performance appraisals can create positive results such as:
Providing constructive feedback that improves productivity Identifying training and development needs Communicating expectations Fostering commitment and common understanding These positive results will not happen by using standard ... more

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