The Performance Paradox

patrick.smits@business-seed-be

The performance paradox

Why training alone doesn't work…


Wondering why…

Imagine you finally have the car of Imagine you finally have the car of your dreams…your dreams…


Wondering…why?


Wondering…why?

Why would you not borrow your brand new car to your 18 years old son, who just passed his drivers license after attending some classroom training on driving?


Wondering…why?

Then why do you send your account managers to a sales training of a couple of days and expect them to be top performers thereafter?


The performance paradox

A manager has a problem with the performance of his team

The training doesn't solve the performance problem

He requests a skills training for his people

Training and trainer are blamed


What research says…

• 75% of performance problems are to be searched in the context and not with the performers. Training is the easy way but not always the most effective

• Training focused on only the skills of the performers will omit 75% of the solution to improve the performance

• Put a good performer in a bad system, and the system will win every time


Consequences

Training effects not more than 8% effective changeTraining creates no real effects on performance

Delegates build resistance against all training effortsDelegates are “trained out” (e.g. burned out)

Organization attracts superficial “Enter-trainers”After the training everything remains the same

Lot of money, time and effort are wasted


Ideally you wanted…

Interventions with effect on the performance Sustainable effects on that performance

Problems are solved in it’s roots Processes that are focused on performanceimprovement

Organizational wide performance thinkingA Pull towards training and development

Delegates who are steering their own learningEmpowered people who are motivated for change


The solution we offer…

A manager has a problem with the performance of his team

He requests a skills training for his people

Human Performance Improvement Approach


Here is how it works…

Performance analysis

Cause analysis

Interventionimplementation

Change Management

Evaluation & Measurement


Applications…

Sales performanceCustomer satisfaction

Internal serviceability (HR, Procurement)Employee satisfaction

Problem solving capacity of an organizationProject based working in an organization

Any problem where there is a measurable performance…And there is much more to measure than you think!


Applications…

We offer “blended solutions”:

– Consulting for systems performance improvement

– on line training for knowledge building

– Team based training/coaching for skills enhancing

– Leadership Coaching for attitude change


For more information…

Call us +32 473 462 376

Mail us [email protected]

Or have us over to discuss your performancechallenge…

Patrick Smits

The Performance Paradox

Documents

Transcript of The Performance Paradox