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… The Path to Sales Power The Path to Sales Power BY Gail Snyder Download PDF file Sales meetings, sales quotas, sales conferences, sales training…all such initiatives typically include a lot of talk about selling better and selling more, but then the sizzle … he provided a focused plan. “Our managers have never really been given formalized tools for coaching and managing,” explained Rose Vitale, a consulting and education specialist for Fifth Third. “We had great product training, but nothing that …
… Creating a Profit-Focused Workplace Creating a Profit-Focused Workplace BY Gail Snyder Download PDF file ADI’s performance measurement and incentive pay system gives organizations a more effective way … for lasting business impact. This system helps clients meet long-term objectives by developing performance pay and appraisal systems that reward the best employees and motivate all performers to improve. The following article describes the system. Dr. William B. Abernathy , performance improvement consultant and scholar, once arrived at a client’s chain restaurant location only to find all of the employees on strike in front of the building. Sometimes management …
… The Powerful Link to Sustaining Lean-Six Sigma Gains The Powerful Link to Sustaining Lean-Six Sigma Gains BY Gail Snyder Download PDF file When Mike McCarthy, author and Lean facilitator, recently …
… The Pocket-Money Checklist The Pocket-Money Checklist BY GAIL SNYDER Download PDF file “Have you brushed your teeth yet?” “No.” “What about your room?” “No.” “I asked you to clean … with PPG Industries in Wigan, England. Lancaster is a senior lecturer in management studies on long-term assignment as a training and development consultant with that organization. He completed advanced courses in PM to help promote its use in the … him or her good for nothing." "So I told James, 'Fine, you can have pocket money, but you're going to have to earn it,"' said Lancaster. When asked about the amount of weekly pocket money he had in mind, James replied that about a pound would do …
… projects. What percent of the improvements from your Lean-Six Sigma projects last beyond six weeks? What percent of your Kaizen Events have to be “redone?” Do your methodology metrics (number of Kaizen Events or Six Sigma Projects held this year) look good, but your result metrics (% on time delivery) stay the same or … a waste of your time and effort. It’s management muda. The scenario is a common one: after great effort and much time on a Kaizen Event or a Six Sigma project, a process change is designed that delivers better results. Much celebration and …
… mining, oil and gas, or construction, but workers in healthcare also get hurt. Hospitals provide services that range from fairly routine to very complex treatments. In addition to medical care, support services include maintenance, housekeeping, and food preparation. Therefore, employees in healthcare facilities face potential injuries as a … accidents and injuries to employees, but as in the slip mat example, these approaches usually involve quick “show and go” training programs, and training alone isn’t enough to produce long-term behavior change. In fact, much of this training is a …
… launching the new one, and then hoping for the best as users make the transition. Others provide some basic awareness training for the new application. (How to design effective and efficient software training is a topic for another article.) Although rarely done, feedback and reinforcement can and should be provided by … that feedback and reinforcement are built into the application itself. Building frequent PICs (positive, immediate, and certain consequences) into a software application can transform routine work into something more enjoyable or even fun. Video …
… Giving Them the Business: Generating Performance that Pays Giving Them the Business: Generating Performance that Pays BY Gail Snyder Download PDF file In 2009, as the United States slid into recession, most people were happy to keep their jobs, … it? They were using a performance measurement and profit-indexed pay system, which they gave the more direct title of Get Paid! “Normally, when a company goes down 10 percent in sales, their profits drop 40 percent because they have fixed costs. … they don’t have the money to do so,” says Lori Brody , ADI’s director of performance management and incentive pay . Get Paid! makes no allowance for large executive bonuses traditionally distributed regardless of individual performance or a …
… a changing workforce are some of the reasons given for layoffs. Curiously, few researchers consider the way people are paid as a cause of layoffs and poor productivity. The wage and salary compensation system is viewed as a given and a fixed … a living under many other types of pay schemes. For example, wages and salaries do not apply to the self-employed; people paid by the job; straight commission salespeople; or piecework jobs. An exciting alternative to the traditional wage and salary system is …
… Jun Ishida - Changing the Way Japan Works Jun Ishida - Changing the Way Japan Works BY Gail Snyder Download PDF file In its ongoing mission to disseminate positive behavioral methods to organizations worldwide, ADI formed its first strategic alliance in Asia with Jun Ishida, founder of Will PM, in Japan. Will PM , a training organization based in Tokyo, currently teaches an expanding clientele—including international cosmetics firm Shiseido … 14 years ago when Ishida first began his career as a business owner, he wasn’t familiar with behavioral science. As he explains it, “I first learned about behavior analysis in the course of attempting to improve our own management practice and …
… Liberty or Doughnuts? Liberty or Doughnuts? BY Gail Snyder Download PDF file Kenny Comeaux’s story of involvement in behavioral science is unique for many reasons, not the … interest surfaced both above and below water. Comeaux, now a former submarine officer, entered the United States Navy straight out of college. After completing initial training and attending Nuclear Power School (NPS)—a requirement for submarine officers—in Charleston, South Carolina, his …
… local Union representatives and stewards who typically want an environment in which the people they represent are treated fairly and can be successful. For example, at one time, when I managed a Union team in a large multiple-locations call … managers to spend more time coaching their people. A very strong, local Union president looked at the plan and said, “ Finally you’re making managers do their jobs! ” She was a tough cookie, but she was happy that our plan was … you want to fire this employee. Show me your development plan for this person.” Manager: “Well, we gave her an annual appraisal last year and we told her she wasn’t doing well.” HR Rep: “Okay, what did you do between then and now?” And then you …
… will provide just the ticket that they need to improve performance, they typically act like folks who roam the self-help aisles of the local bookstore looking for the newest answer to their personal and/or professional challenges, or serial … But be warned, the kind of unique, positive and effective coaching model that I am talking about, resulting in rapid, sustainable and measureable change, requires skill and yes, consistent effort . I am frequently reminded of the silver bullet … years which was “Leave people alone,” and “Let the engineers do their stuff.” I know companies that have implemented that laissez-faire approach for much longer than 13 years. Two interesting points in the article were 1) in the über high-tech …
… Perfectly Motivated People - They do much more than they are paid to do Perfectly Motivated People - They do much more than they are paid to do BY Aubrey Daniels, Ph. D. Download PDF file For many managers, perfectly motivated employees do what they are paid to do, just what the job description states. But for me, perfectly motivated employees do more than they are paid to …
… Removing Barriers to Achieving Exceptional Safety Removing Barriers to Achieving Exceptional Safety BY Gail Snyder Download PDF file Truly effective champions of behavior-based safety (BBS ) play many important roles from attaining employee buy-in, to ensuring management support, to sustaining ongoing participation and improvement. But, according to David Andrews, the full-time safety champion for EuroKera …