将学习与绩效联系起来——销售案例研究:第1部分

IF 1.4 Q2 Social Sciences Performance Improvement Quarterly Pub Date : 2021-12-08 DOI:10.1002/pfi.22006
Jaime Torchiana, Paul Elliott
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引用次数: 0

摘要

以下文章是案例研究的第2部分。第1部分(Torchiana et al., 2021)深入了解了一家全球制药组织的需求,该组织寻求加速其初级保健销售代表的绩效。在那篇文章中,叙述跟随我们的项目生命周期旅程的共同作者:Jaime,当时客户的商业学习经理,以及Paul,他为供应商团队提供思想领导、性能分析和架构专业知识。第2部分描述了合著者如何将绩效分析结果转化为基于成就的培训课程,以及在整个员工生命周期中支持高绩效的附加工具。该计划的结果和对客户组织的总体影响也将被介绍。你会遇到“站在巨人的肩膀上”部分,将工作与人类表现领域的创始人联系起来。在我们接近国际绩效改进协会成立60周年之际,这是一项努力,以表彰使这一具体项目取得成功的丰富遗产。
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LINKING LEARNING TO PERFORMANCE—A SALES CASE STUDY: PART 1
THE FOLLOWING ARTICLE is Part 2 of a two-part case study. Part 1 (Torchiana et al., 2021), provided insight into the needs of a global pharmaceutical organization that sought to accelerate the performance of its primary care sales representatives. In that article, the narrative followed the co-authors through our project lifecycle journey: Jaime, the client's Commercial Learning Manager at the time, and Paul, who provided thought leadership, performance analysis, and architecture expertise for the vendor team. Part 2 describes how the co-authors translated the performance analysis results into an accomplishment-based training curriculum, along with additional tools to support high performance throughout the employee lifecycle. The results of the program and the overall impact on the client organization will also be presented. You will encounter “On the Shoulders of Giants” sections that tie the work back to founders in the field of human performance. As we approach the 60th anniversary of the founding of the International Society for Performance Improvement, this is an effort to recognize the rich heritage that allowed this specific project to succeed.
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来源期刊
Performance Improvement Quarterly
Performance Improvement Quarterly INDUSTRIAL RELATIONS & LABOR-
CiteScore
3.10
自引率
0.00%
发文量
2
期刊介绍: Performance Improvement Quarterly is an official publication of the International Society for Performance Improvement. Founded in 1962, the International Society for Performance Improvement (ISPI) is the leading international association dedicated to improving productivity and performance in the workplace. ISPI represents more than 10,000 international and chapter members throughout the United States, Canada, and 40 other countries. ISPI"s mission is to develop and recognize the proficiency of our members and advocate the use of Human Performance Technology. Assembling an Annual Conference & Expo and other educational events like the Institute, publishing books and periodicals, and supporting research are some of the ways ISPI works toward achieving this mission.
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