Sales Improvement Initiative Reveals Need for Performance Improvement Interventions

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Author(s): Padmakshi Parkhe O'Neil (Pennsylvania State University, USA)
Copyright: 2020
Pages: 16
Source title: Cases on Learning Design and Human Performance Technology
Source Author(s)/Editor(s): Jill Stefaniak (University of Georgia, USA)
DOI: 10.4018/978-1-7998-0054-5.ch009

Keywords: Business Science Reference / Human Aspects of Business / Human Aspects of Technology / Social Sciences & Humanities

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Abstract

This chapter posits the use of Thomas Gilbert's Behavior Engineering Model to improve human performance in the workplace. The author suggests that it is critical to apply a holistic approach when approaching any human performance improvement initiatives. Sales within an organization is a human performance issue and recurring sales performance problems should be addressed by delving to the root of the human performance issues at hand. It is critical to consider not just the repertoire of human behavior, but also examine the supporting environment, to ensure it provides the necessary impetus to improving performance.

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Sales Improvement Initiative Reveals Need for Performance Improvement Interventions

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