Sales Improvement Initiative Reveals Need for Performance Improvement Interventions

Padmakshi Parkhe O'Neil (Pennsylvania State University, USA)
Copyright: © 2020 |Pages: 178
EISBN13: 9781799817468|DOI: 10.4018/978-1-7998-0054-5.ch009
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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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