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Performance

PERFORMANCE MANAGEMENT

Performance Management
Barney Roffe
University of Phoenix

People are most productive when they have a clear idea of what is expected of them. By creating a working environment and placing value on doing the best job possible, InterClean can attract, develop and retrain the best sales representative possible; this will lead us on the way to becoming stronger than our competitors. One of the most effective tools when developing people in their performance is feedback. By providing feedback you can sustain or improve maximum performance. Without delivering feedback properly, it can
actually hinder, rather than enhance performance. As a manager it is imperative to provide the proper coaching and training through communication. Feedback should be a two way process. The exchange of information between two or more parties involves understanding one another. Managers must be effective listeners. Listening is part of communicating the needs of our organization. There are several steps you can do that are simple.

1. Decide to listen: stop doing anything else you are doing and focus attention on speaker, listen with your eyes and ears.
2. Show that what the person is saying is heard and has value. Be receptive to verbal content. Always respond with a statement that shows you were listening.
3. Ask questions to clarify what the speaker is saying and why he or she is saying it. When asking questions you are letting the speaker know you are listening and interested in what is being said.
4. Confirm your understanding. Verify by having the other person confirm that your perception of what they said is correct.

Coaching is the key to unlocking the potential of your sales representatives. Feedback should encourage, focus on improvement, and create trust and cooperation. You want to give feedback with the intent of improving performance. Always focus on the behavior, not the individual. Be specific with feedback; clarify your...