Matching Behaviors and System
A lot of people talk about changing attitudes, or wanting to have certain attitudes in the workplace. As far as I know, there is no real way to measure attitude on an ongoing basis. Nor can we be sure that attitude will translate into high performance. So, what do we measure? What does translate into performance?
We measure behavior. For behavior, we can set some very specific standards and measures that will indicate performance. As an example, measuring the number of calls, appointments, proposals and sales for a salesperson (and even more specific behaviors related to each of these) can give us a pretty good indication of that salesperson’s effectiveness (and may indicate attitude).
But there is a problem. Many companies have systems in place that encourage behavior that is the opposite of what they want. If you want to have salespeople share information, co-operate with each other, work as a team, you need systems that encourage those behaviors, not systems that encourage people to compete with each other.
Here is the entire article Matching Behaviors and System
Tags: attitude, behavioral styles