Business and Marketing » performer http://www.hechuantimes.com Management and Marketing Planning Tue, 03 Jan 2012 00:54:29 +0000 en hourly 1 http://wordpress.org/?v=3.3 Performance: Clone Your Superstars -2 http://www.hechuantimes.com/performance-clone-your-superstars-2/ http://www.hechuantimes.com/performance-clone-your-superstars-2/#comments Mon, 01 Jun 2009 11:54:10 +0000 http://www.hechuantimes.com/?p=204 part 2 of Clone Your Superstars

One word of caution: keep an open mind regarding the best practices for any given activity. I know of a service manager for a car dealership who was surprised to discover that the repair technician with the best record for service call quality and response time actually took much longer than other technicians to initiate repairs. The reason was that the technician spent more time diagnosing a repair problem, resulting in greater overall efficiency in the repair process.
4. Determine the most effective way to transfer these unique skills to your remaining members. Possibilities include:
• Instituting formal training classes;
• Having top performers lead informal coaching or practice sessions
• Having selected members shadow top performers to observe how to apply certain skills.
• Assigning top performers to observe other members and to provide suggestions for improving their performance.

]]> http://www.hechuantimes.com/performance-clone-your-superstars-2/feed/ 0 Performance: Clone Your Superstars http://www.hechuantimes.com/performance-clone-your-superstars/ http://www.hechuantimes.com/performance-clone-your-superstars/#comments Sun, 17 May 2009 11:50:49 +0000 http://www.hechuantimes.com/?p=200 Clone Your Superstars. When certain team members consistently outperform others, both the low performers and their managers sometimes begin to assume that these performance variations are natural, unchangeable, and the result of an innate characteristic of the superstars. Nothing could be farther from the truth. One of the most effective ways of challenging the performance limits that your team has set for itself is by grafting on to your team the skills and competencies of your team’s superstars. The following four steps can help you successfully clone your superstars:
1. Measure the gap between the performance of your superstars and your team’s average performance level.
2. Determine whether these performance differences are the result of nonskill-related factors such as:
• Unique conditions (whether your top sales person was given the most potentially lucrative sales territory)
• Specialized technical skills that require extensive training (the engineer who specialized in advanced metallurgical processes)
• The fact that the top performer has been rewarded differently from other members (receives more attention and coaching from you than do other members)
If you are able to eliminate these factors, you are safe in assuming that the performance gap is largely the result of skill differences between your top performers and the rest of your team.
3. Break down the performance area under review into discrete activities, and identify areas in which superstars consistently outperform other team members. If you are managing a sales team, you could ask yourself whether the superior performance of certain members results from their approach to cold calling or their method of qualifying sales prospects.

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