Man­ag­ing Strat­egy

The Economic Times - - Breaking Ideas -

Our re­search into over 20,000 work­ers of all skill lev­els across US in­dus­tries, and a re­view of hun­dreds of aca­demic stud­ies on the psy­chol­ogy of hu­man per­for­mance, shows that most lead­ers and or­gan­i­sa­tions fo­cus on just one type of per­for­mance. But there are two types that are im­por­tant for suc­cess.

The first type is known as tac­ti­cal per­for­mance. Tac­ti­cal per­for­mance is how ef­fec­tively your or­gan­i­sa­tion sticks to its strat­egy. It is the driver of fo­cus and con­sis­tency. It al­lows or­gan­i­sa­tions to in­crease strength by di­rect­ing lim­ited re­sources to the fewest tar­gets.… The sec­ond type,adap­tiveper­for­mance,ishow ef­fec­tively your or­gan­i­sa­tion di­verges from its strat­egy.

Adap­tive per­for­mance man­i­fests as cre­ativ­ity, prob­lem-solv­ing, grit, in­no­va­tion and cit­i­zen­ship. It al­lows or­gan­i­sa­tions to cre­ate value in a world filled with volatil­ity, un­cer­tainty, com­plex­ity and am­bi­gu­ity, where tech­nol­ogy and strat­egy change rapidly. So, tac­ti­cal per­for­mance is how well you stick to your plan, and adap­tive one is how well you di­verge from your plan.

A great sales­per­son will op­er­ate more ef­fi­ciently with a de­fined process for reach­ing out to prospects and rep­re­sent the prod­ucts more con­sis­tently. But they must adapt the stan­dard ap­proach based on each cus­tomer’sneeds.Th­e­sameistrue­for any team or or­gan­i­sa­tion.

From “There are Two Types of Per­for­mance — But Most Or­gan­i­sa­tions Only Fo­cus on One”

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