The Keys To Improved Performance

Julie Shenkman
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In an age of restructuring, downsizing, reorganizing and a general re-evaluation of purpose, mission, corporate destiny and direction, a concern for employee as well as organization productivity is at an all time high. What is employee and organization productivity and what are the essentials involved in attaining it? This could be a book, folks! I only have 300 words to work with here, so permit me a little leeway.

Productivity is when an individual or organization grows and achieves greater success with the least amount of wasted resources, effort, and time.

This definition takes into consideration a number of issues.

1. Reduced employee turnover.
2. A high level of employee satisfaction and empowerment.
3. Profits that can sustain the organizations continued growth.
4. A share of the market that can contribute to continuation of the business enterprise.
5. Effective communication throughout the organization as well as in the marketplace.
6. Well-trained and motivated employees throughout the entire organization.
7. Innovative product development and a sensitivity to what consumers want and need now, as well as what they will want and need in the future.
8. Leadership and vision.
9. A management team that is in touch with the reality of the marketplace as well as the internal issues within their own organization.
10. A clear established corporate direction that is uniformly communicated throughout the organization.
11. Corporate accountability at every level.
12. A definition of what success is for that organization.
13. A commitment to the health of the community, whether that community is the state, nation, or the world population.

I am often asked by my corporate clients how to improve sales or management or overall organization productivity. It is never a simple answer, as you can see from the above list. And that is not the complete list of issues that must be considered when you are evaluating productivity.

There are several key issues to consider:

1.Employee, customer and market loyalty.
2.Management style.
3.Corporate culture.
4.Communication patterns and systems.
5.Corporate direction.
6.Competence levels of employees.
7.Competitive posture.
8.The perception(s) of your organization in the marketplace (vendors, customers, competitors).
9.The attitudes and perceptions of your organization by your employees.
10.Your commitment to employee training and development.

A lot to consider? Yes. But, if you want a productive organization and not just pay lip service to productivity, I suggest you spend some thinking time about these as well as other issues that impact your organization.

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 81 Challenges Managers Face and Your First Year In Sales. He is also the CEO of Sales Clubs Of America. He can be reached at, 704-895-1230 or visit his websites at or


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