shifting performance — a.t. kearney

Shifting PerformanceThe analytical approach to solving softer,behavioral challenges

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Every company has high performersand laggards, but most employees perform somewhere in the middle.

Shifting Performance





Instead of focusingon the high and lowperformers, organizationsget better results fromimproving the majorityof employees;shifting the average.





How do you shift the performance of the majority of your workforce—your average employees?





1. Evaluate. Start by defining what drives performance and identify thehigh performers:Employee Performance =Focus x Productivity x Quality





2. Identify.Determine the ‘critical few’ behaviorsand activities that di�erentiate highperformers from the majority.





3. Leverage internal best practices. Accurately quantify thepractices that increaseperformance. Becausethey are internal, theyare easier for employeesto relate to, remember, and act upon.





4. Replicate behaviors.Use informal networks thatare identified based on the type of change you want to make, leveraging influence rather than hierarchy.





5. Update value-focused policies and procedures. Policies and procedures influence the way employees behave, making them the most direct way to influence performance.





6. Reinvent the process.When best practices can’t be identified, the best course of action is to create new ways of thinking and working.





The ShiftingPerformanceequation providesan observable andmeasurable way tohelp employeesexhibit the highperforming behaviorsto realize theirgreatest potential.





Want to learn more about the potential businessimpact and long-term advantages of helping youremployees realize their greatest potential?


A.T. Kearney is a leading global management consulting firm with o�ices in morethan 40 countries. Since 1926, we have been trusted advisors to the world’s foremostorganizations. A.T. Kearney is a partner-owned firm, committed to helping clients achieveimmediate impact and growing advantage on their most mission-critical issues.For more information, visit www.atkearney.com.

Contact A.T. Kearney’sLeadership, Change &Organization experts

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shifting performance — a.t. kearney

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