Beyond Training Ain't Performance Fieldbook

Preface

Isn't it amazing how seemingly inconsequential decisions and events may turn out to make monumental differences in our lives? This is equally true for organizations as for individuals. Not too long ago, one of our clients decided to run some data analyses on the relationship between tenure—how long sales associates had been in the job—and sales results. Concerned by relatively high turnover among sales associates and convinced that the longer one sells, the more one sells, senior management had decided to invest several million dollars in a “tenure program” to retain sales personnel. To verify the precise impact of tenure on sales, our client analyzed the existing sales data on the full population of 48,000 sales associates whose tenure ...