LINKING LEARNING TO PERFORMANCE—A SALES CASE STUDY: PART 1

Abstract

In this two-part case study, Part 1 provides the overall context and the performance analysis component of this transformational project to tie learning to quantifiable metrics of performance improvement. The co-authors were involved throughout the total project life cycle, with Jaime serving as the client's Commercial Learning Manager and Paul providing thought leadership, performance analysis, and architecture expertise for the vendor team. Part 2 will describe the second major component of this case study—translating the performance analysis results into an accomplishment-based training curriculum along with additional tools to support high performance. Throughout this two-part case study, you will encounter 'On the Shoulders of Giants’ call-out boxes that tie the work back to founders in the field of human performance. As we approach the 60th anniversary of the founding of ISPI, this is an effort to recognize the rich heritage that allowed this specific project to succeed.