The Path to Performance is Development

As the calendar year 2016 begins organizations are preparing to launch their annual training and development programs (hopefully with laser alignment to the business ‘strategic goals and initiatives). It can be an exciting yet, daunting time of the year. How will your organization stay on the path to performance?

Research has shown that underperforming employees can cost a company between $50,000 – $100,000 per year; however, a well-trained and well-coached employee can add between $75,000 – $150,000 in revenue per year. Return on Investment is a critical component to creating a clear path from development to performance within an organization. Despite the old ROI myth, we can indeed measure the impact of training by decreasing the ‘ramp to revenue’ from new hire training to contribution and enhancing recurring training curriculums to focus on capturing new market share from the competition but those are “lagging” indicators. The path to performance is development, which means organizations should monitor development from the earliest stages of training- onboarding, to the later stages of performance – quota achievement.

The CORE Results™is an online application that enables organizations to assess and measure the rate of employee development and performance. The application identifies and archives key areas of strength and development for individual contributors, coaches, and organizations.

The CORE Results™ application has found that these three obstacles can lead to lack of performance and productivity on the path to performance:

• Insufficient Employee Training. Although research and studies have shown the positive impact of training and development can have on revenue growth and other key organizational metrics such as employee retention, organizations often overlook the importance of understanding each employee’s areas of strength and areas of opportunity. Understanding the areas in which employees are “slowing” or “growing”, can be a true competitive advantage.

• Inefficient Assessment of Employee Development. Many organizations believe they have the tools needed to obtain insights to invest their time and resources wisely to achieve organizational goals, however, reality and results show otherwise. Organizations are overwhelmed with the current performance management processes while trying to balance recruiting, coaching, and metrics. In the race against time and unwavering demands, organizations often feel compelled to “save time” by ‘checking the box’ on employee development to meet deadlines or ‘bell-curve’ metrics.
• Ineffective Performance Measurement Tools. For far too long,   savvy managers and leaders have been forced to compromise and find ways to use standard issue tools despite their inadequacies. Whether leveraging the competitive nature of their team or engaging external resources, the ability to drive performance intrinsically or extrinsically requires tools that are accessible, user-friendly and can be integrated with other valuable performance resources.

The CORE Results™ provides an easily accessible platform to identify sales behaviors, patterns of performance, and simplify coaching conversations across the organization.