LINKING LEARNING TO PERFORMANCE—A SALES CASE STUDY: PART 2
THE FOLLOWING ARTICLE is Part 2 of a two-part case study. Part 1 (Torchiana et al., 2021), provided insight into the needs of a global pharmaceutical organization that sought to accelerate the performance of its primary care sales representatives. In that article, the narrative followed the co-authors through our project lifecycle journey: Jaime, the client's Commercial Learning Manager at the time, and Paul, who provided thought leadership, performance analysis, and architecture expertise for the vendor team. Part 2 describes how the co-authors translated the performance analysis results into an accomplishment-based training curriculum, along with additional tools to support high performance throughout the employee lifecycle. The results of the program and the overall impact on the client organization will also be presented. You will encounter “On the Shoulders of Giants” sections that tie the work back to founders in the field of human performance. As we approach the 60th anniversary of the founding of the International Society for Performance Improvement, this is an effort to recognize the rich heritage that allowed this specific project to succeed.
The Exemplary Performance System (EPS)—A Systems Model for High Performance. Reprinted from Exemplary Performance (p. 9) by P. E. Elliott and A. Folsom, 2013, John Wiley & Sons, Inc. Copyright 2013. Reprinted with permission.
Lean training derived from outcomes. Adapted from Exemplary Performance (p. 32) by P. E. Elliott and A. Folsom, 2013, John Wiley & Sons, Inc. Adapted with permission.
Contributor Notes
JAIME TORCHIANA is president of Exemplary Performance, LLC. She is most passionate about driving individual talent and high-performing teams to greater organizational success. Though she brings over 10 years of pharmaceutical experience, her work has spanned multiple industries and clients (retail, global banking, media and broadcasting, high-tech, and logistics). Described as “the high-performer's high-performer,” she brings her insatiable curiosity for performance improvement and flow to her personal life where she competes nationally in triathlons.
Jaime received her Master of Science in Cardiac Rehabilitation and Exercise Science from East Stroudsburg University (2001), and her BS in Kinesiology from The Pennsylvania State University (2000).
PAUL H. ELLIOTT is the founder of Exemplary Performance, LLC and now serves as a principal consultant. Dr. Elliott's expertise is in the analysis of human performance, the design of interventions that optimize human performance in support of business goals, and strategies for transitioning from tactical to strategic approaches.
He received his PhD in Educational Psychology from the University of Illinois (1975), his MS from Syracuse University (1972), and his BA from Rutgers University (1970).
