Results-Based Performance Management System
PROGRAM DESCRIPTION
· This two-day program is designed to equip Globe Telecom B2B Sales Managers with a practical and results-oriented approach to managing the performance of their sales teams.
· The program focuses on using a Results-Based Performance Management System (RBPMS) to translate business priorities and sales responsibilities into clear, measurable Key Performance Indicators (KPIs), establish appropriate performance objectives, consistently track results, and conduct meaningful performance feedback and coaching conversations.
· The program emphasizes the manager's role as a catalyst who transforms employees' talents and capabilities into performance by setting the right expectations, motivating people, and developing their capabilities.
Duration: 2 days / 16 hours
Delivery Method: Classroom-based, Virtual Instructor Led Training
LEARNING OBJECTIVES
At the end of the program, participants will be able to:
· Explain the purpose and principles of a Results-Based Performance Management System and its contribution to operational effectiveness and business results.
· Identify the key responsibilities of a B2B Sales Manager in managing employee and team performance.
· Translate business priorities and sales accountabilities into relevant Key Result Areas (KRAs) and measurable Key Performance Indicators (KPIs).
· Differentiate between results-based KPIs and process-based KPIs and determine when each should be used.
· Establish clear and measurable performance objectives using appropriate Minimum, Satisfactory, and Outstanding performance levels.
· Apply a structured objective-setting process that aligns individual and team objectives with business imperatives.
· Develop a practical performance tracking process for monitoring KPI achievement on a daily, weekly, and monthly basis.
· Analyze actual performance against established KPI objectives and identify performance gaps and achievement trends.
· Develop appropriate action plans to address performance gaps and improve sales performance.
· Conduct effective weekly and monthly performance reviews with direct reports.
· Provide objective, timely, and constructive performance feedback based on actual results and agreed performance measures.
· Use performance discussions to identify employee development needs, career growth opportunities, and appropriate performance interventions.
· Apply the RBPMS approach consistently to create a performance culture focused on accountability, continuous improvement, employee development, and business results.
PROPOSED COURSE OUTLINE
Day 1 – Building the Results-Based Performance Management Foundation
· Module 1: Understanding Performance Management
o What is Performance Management?
o Measuring, Monitoring, and Managing Performance
o Performance Expectations and Operational Effectiveness
o Why Managers Need to Manage and Track Performance
o Identifying Performance Gaps and Development Needs
o Linking Individual Performance to Business Goals
· Module 2: The Manager as a Performance Catalyst
o The role of the manager in transforming talent into performance
o Setting the right expectations
o Motivating employees toward results
o Developing employee capability
o Manager accountability for team performance
· Module 3: Component 1 – Performance Measures & KPIs
o Understanding Key Performance Indicators
o Translating roles and accountabilities into measurable KPIs
o Results-Based KPIs vs. Process-Based KPIs
o Aligning KPIs with business imperatives
o Identifying relevant KRAs for B2B Sales
o Sales performance measurement and accountability
o Practical KPI development exercise
· Module 4: Component 2 – Objective Setting Process
o Understanding Key Result Areas (KRAs)
o The four questions for effective objective setting
o Establishing current performance levels
o Setting measurable targets
o Minimum, Satisfactory, and Outstanding objective levels
o Aligning individual objectives with team and business goals
o Objective-setting workshop
Day 2 – Tracking, Feedback & Performance Improvement
· Module 5: Component 3 – Performance Tracking Process
o Establishing monthly objective levels
o Daily and weekly KPI monitoring
o Monthly KPI Focus Reports
o Measuring actual results against objectives
o Identifying achievement trends
o Performance status and gap identification
o Developing performance improvement action plans
o Practical performance tracking exercise
· Module 6: Component 4 – Performance Feedback Process
o Weekly Performance Reviews
o Monthly Performance Reviews
o Annual Performance Appraisal
o Conducting objective performance discussions
o Using KPI results as the basis for feedback
o Reinforcing positive performance
o Addressing performance gaps
o Identifying development and career growth needs
· Module 7: Performance Coaching & Action Planning
o Turning performance gaps into development opportunities
o Creating specific action plans
o Manager and direct-report commitments
o Follow-through and accountability
o Coaching conversations focused on results
· Module 8: RBPMS Application for B2B Sales Managers
o Integrating the four RBPMS components
o Building a B2B Sales Manager's performance management cycle
o Sales KPI and objective-setting simulation
o Performance review and feedback simulation
o Individual/team action planning
o Personal commitment to implementation
KEY WORKSHOP ACTIVITIES
· KPI Development Workshop
· KRA-to-KPI Alignment Exercise
· Objective Setting Workshop
· Minimum–Satisfactory–Outstanding Target Setting
· KPI Performance Tracking Exercise
· Performance Gap Analysis
· Action Planning Workshop
· Performance Review Role Play
· Manager-to-Direct Report Feedback Simulation
· B2B Sales Performance Management Case Study
Expected Outcomes
Participants will leave the program with a practical framework for:
· Set → Track → Review → Coach → Improve
· By applying the RBPMS approach, B2B Sales Managers can establish clearer performance expectations, monitor sales performance consistently, identify gaps earlier, provide more objective feedback, and create focused development and action plans for their teams.
· The program ultimately supports the objective of having everyone succeed and improve, while connecting individual performance to organizational goals and desired business results.
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