Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Producing Premium Performance > NetSparsh - Viral Content you Love & Share

Producing Premium Performance

One of the major issues that arises in managing a small or medium size business is in the area of employee performance. Many business owners are frustrated with the poor performance of their team or some individuals within their team. No matter how hard they try, they don't seem to be able to create a sustainable improvement in performance. The tendency is to blame the employees for poor performance. However, more often than not, the problem stems from not establishing an effective performance management framework.

There are a number of elements that create a framework for producing premium performance.

The most important element is to establish a clear description of the required outcome of the job. This may be in terms of a position description if the job is broad and covers a number of responsibilities. Or it may simply be providing a sample or a picture of an article that should be produced by the work. When there is a clear understanding of the output required, it is much more likely that result will be produced.

The second element requires establishing a best practice approach to doing the work. Often there are many ways a job can be done, but usually only one way is the most efficient. A best practice approach involves determining the best way to do the job and then requiring everyone to do the job the same way to maximise efficiency.

The third element is to establish a timeframe or deadline for the completion of the work. The employee will know if they are on track if they know how long the job should take.

When you use a best practice approach and establish a timeframe for the work, you can also provide a target for output over time. In other words, if you work so many hours you should produce x amount of product. This allows us to establish a productivity target.

When an employee starts a new job, it is best to teach or train the person in how to do the work. This may involve showing the new employee what is done for the first time or two and then watching while the employee tries it a time or two, or until you are satisfied they can do it without help. This is one of the most frustrating parts of the delegation process. The time it takes to complete this element puts a lot of people off. They need to realise that some short term pain leads to much long term gain, rather than allow the loss of some short term productivity to keep them from ever delegating their difficult tasks.

A very important element that many forget in the delegation process is to establish a process to measure and monitor results. One of the greatest dangers in business growth is that of losing control because growth means we can no longer physically see everything that goes on. Losing control leads to poor productivity and quality and escalating costs, all of which will destroy your business if left unchecked. Control comes from knowing the results of particular actions and being able to provide feedback or make changes if the results are outside the parameters required.

The results achieved in a job over an extended period of time can be influenced positively by developing an appraisal process. The appraisal process should provide feedback to the employee about how they are performing in the job relative to expectations, how their performance affects the success of the organisation and how they interact with the components of the organisation around them. The appraisal approach that gets best results is to adopt a coaching role with your employees, rather than an examiner role. Too often, performance appraisal meetings are set up for failure because the two parties come to the meeting with different objectives. The manager wants to highlight areas of poor performance and take steps to improve these areas, but the employee wants to be told how well they have done. This often occurs when appraisals are held annually or six monthly and conflict is created when the judgments are subjective. The result usually is disappointment and demotivation on the part of the employee and frustration from the manager. Both people hate the process and no effective outcome is achieved. It is much better to conduct appraisal meetings frequently, to compare actual results with targets, using objective rather than subjective measures. The coaching meetings then can be used as a discussion focused on performance improvement, instead of a confrontation about how the employee felt they had performed.

The final element of the performance management framework is the reward process. Every positive outcome should result in a reward for the employee. This can be tangible or intangible and dependent on the level of maturity and experience of the employee. For some positions, it is appropriate for rewards to be small, frequent and immediate, where for other positions, more long term and cumulative rewards are appropriate. However, this element is often a neglected or an ill thought out part of the process and as such, has the potential to undermine results. A good reward process supports and enhances the management process and increases motivation for achieving premium performance.

The important lesson to learn is that results can be influenced through establishing an effective performance management framework which requires all elements to work together effectively. Poor performance often results if any elements are either missing from the process or are poorly designed and become a negative influence on performance. But a well designed and coordinated framework means that all elements work together systematically to produce premium performance.

© 2004 Greg Roworth

Greg Roworth is a business consultant and author of "The 7 Keys to Unlock Your Business Profit Potential." With over 25 years practical experience in business ownership and management, Greg has, over the last 12 years, worked with hundreds of small and medium size enterprises, assisting the owners to grow their business profitably and at the same time reduce their stress levels. His successful business development program results in development of a business that works so well that the owner doesn't have to.

Discover more business success tips at

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at

Northwest Herald

Benoy Motor Sales in Woodstock under new management
Northwest Herald
Benoy Motor Sales started in 1948, and brothers Tim and Dale Benoy joined the auto group after they graduated college. Dale has been at the business since 1974 and Tim since 1983. Dale will be retiring when the transition completes, and Tim will stay ...

Sales Coordinator
The Sales Coordinator will assist the full Sales staff with growth and organization of the sales department. The Sales Coordinator will also assist in top client prospecting, client and database management, pitching, and account management of the ...

Highspot Named Best Sales Enablement Platform and Best Content Management Platform
MarTech Series
Highspot, powering modern businesses with the industry's highest-rated sales enablement platform, was named the Best Sales Enablement Platform and Best Content Management Platform of 2018 as part of the annual SIIA CODiE Awards. CODiE Award ...

Regional Sales Manager - West
Responsibilities: The Regional Sales Manager-West is responsible for leading, developing, and growing Avery Brewing Co. sales business and market presence in the assigned territory. The primary responsibilities cover the areas of Distributor Management ...

Hotel Management

Joie de Vivre's Hotel Vitaly appoints new director of sales
Hotel Management
... Rim Hospitality, she was the director of sales & catering at Four Points by Sheraton in San Rafael, Calif., a 235-room property with 6,000 square-feet of meeting and event space where she managed a team of five that included sales and catering ...

Orbis Biosciences® announces New Management Hires with addition of Chief Licensing Officer and Vice President of ...
PR Newswire (press release)
The first 20 years of his career were spent at Johnson & Johnson Medical in various sales and management capacities within the surgical, capital equipment, and oncology diagnostics markets. Most recently Brad was the US Vice President of Sales for ...

and more »

The alarming findings about the 'Peter Principle' and sales managers
Because the research that proved the Peter Principle came from studying sales people and their transition into sales management. Recently, in a Harvard Business Review article titled, “Research: Do people really get promoted to their level of incompetence?

Scottish Business News (press release)

Traveltek restructures sales management function to aid global expansion
Scottish Business News (press release)
Traveltek Group Ltd has restructured its sales management function as the company looks to embark on its next phase of global expansion. It follows the departure of Global Sales Director, Peter Whittle, who over the past 12 years, has played a ...

Global Online Training Provider Launches Sales Academy
PR Newswire (press release)
"With use of the Sales Academy platform and state-of-the-art Report Management Centre, employees can easily access their courses anytime, anywhere with just a few clicks, and both the employee and managers can monitor performance to identify where ...

and more »

Harvard Business Review

When Sales and Marketing Aren't Aligned, Both Suffer
Harvard Business Review
Our research on B2B sales management found that in particular, a common problem is lack of alignment around product pricing and sales force compensation strategies. This both demotivates salespeople and inadvertently encourages them to sacrifice ...

Google News

How to Sell Strategically

If you want to maximize your sales performance, take a... Read More

A Coachs Handbook For Sales Managers

This article may be reprinted in its entirety with express... Read More

10 Things to Help Your Business When Sales Are Slow During the Holidays

Twiddling your thumbs and waiting for some business to come... Read More

Ten Awesome Ways To Incease Your Sales In Holidays

Everybody thinks that the businesses will slow down a bit... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

Increasing Sales by Using Coupons - Will it Help Your Business?

Increasing Sales by using Coupons. Will it help your business?... Read More

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal... Read More

Energize Your Organization

No matter what you do, it seems, your employees do... Read More

Not Enough Fresh Sales Leads? Marketing is the New Sales

Your sales are down and leads are rare. The phone's... Read More

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

Five Steps to Maximize Success in Targeting For Growth

Targeting is the process of selecting high potential customer accounts... Read More

Beyond the Golden Rule

There are several types and sub types of people in... Read More

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to... Read More

The Get Dangerous Quickly Approach to Product/Service Training

In 2000 a computer distributor hired me to help them... Read More

Pointless Targets

I recall a heated discussion with a sales director some... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

Set Yourself up for Trade Show Success

Of the many mistakes small business owners make, a big... Read More

How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is... Read More

Profitable Relationships: Is It Amateur Hour or King of the Hill?

"We're in the relationship business?...airplanes are what we use to... Read More

How Many Salespeople Should I Hire?

One of the most asked questions I get is how... Read More

How Do I Manage Workplace Conflict?

Workplace ConflictConflict is an inevitable part of business life and... Read More

The Product or the Sale

This is a quandary not unlike the chicken or the... Read More

The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:1. Obvious2. HiddenThe... Read More