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Model of Excellence - Case Studies of Peak Performance

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Model of Excellence - Case Studies of Peak Performance

  1. 1. Improving Performance: Case Studies Using the iWAM Model of Excellence “ Mapping the New Landscape of Human Performance”
  2. 2. The Applications of iWAM Model of Excellence <ul><li>Recruitment & Selection </li></ul><ul><li>Training & Development </li></ul><ul><li>Performance Management </li></ul><ul><li>Coaching </li></ul><ul><li>Leadership Development </li></ul><ul><li>Succession Planning </li></ul><ul><li>Organizational Culture Analysis </li></ul>Mapping the New Landscape of Human Performance
  3. 3. Case 1 – Peak Performance: A New Approach to Driving a Sales Organization to the Next Level <ul><li>Company with 2 business groups created iWAM Models of Excellence to identify what differentiates high performing salespeople from peers. </li></ul><ul><ul><li>Predictive power of Models 76% and 49%! </li></ul></ul><ul><ul><li>Models help in the screening process of applicants, saving time and money, improving effectiveness of recruiting and hiring </li></ul></ul><ul><ul><li>iWAM helped create a strategy to develop existing sales force: Individual feedback sessions and development plans based on iWAM </li></ul></ul><ul><ul><li>Management of Sales Representatives received orientation on how to use iWAM results for coaching, motivating, and managing effectively – ‘One size does not fit all!’ </li></ul></ul><ul><ul><li>Significant improvement in the overall performance of the sales organization </li></ul></ul><ul><ul><li> Total cost of investment in iWAM by the company was less than the cost of one hiring mistake! </li></ul></ul>Mapping the New Landscape of Human Performance
  4. 4. Case 2 – Improving Hiring to Reduce Turnover <ul><li>Organization used iWAM Model of Excellence to hire sales personnel and redesign their recruiting using iWAM’s suggestions for motivational language. </li></ul><ul><li> 100 people used to respond to job ads. Redesigned campaign attracted 300 candidates! </li></ul><ul><li> Time needed to decide which candidates to invite for selection: reduced to 50% ! </li></ul><ul><li> iWAM reduced staff turnover by more than 62% ! </li></ul><ul><li> Return on Investment after 1 year: 1300% !! </li></ul>Mapping the New Landscape of Human Performance
  5. 5. Case 3 – Replicating Great Performance in a Call Center <ul><li>Call Center created iWAM Model of Excellence to benchmark what drives successful behavior in the position. The Model was used for: </li></ul><ul><ul><li>Identifying high-potential applicants to the Call Center </li></ul></ul><ul><ul><li>Creating a training program that helped lower performers behave in ways as top performers </li></ul></ul><ul><ul><li>Help managers understand differences in team and its implications for managing individuals more effectively </li></ul></ul><ul><ul><li> Net result of the intervention was 33% increase in revenue from those who underwent training within the first 6 months following the intervention! </li></ul></ul>Mapping the New Landscape of Human Performance
  6. 6. Case 4 – Identifying the Next Generation of Managers <ul><li>City Government used iWAM to identify high-potential employees to enroll in a coaching and development program to become the next generation of managers. </li></ul><ul><ul><li>Needed an inexpensive, objective, fast solution to narrow the field of several hundred applicants </li></ul></ul><ul><ul><li>Candidates were sent a link to online test, received feedback report, and were compared to the Model created to profile desired future leaders </li></ul></ul><ul><ul><li> Big success: Fast execution time – In only 6 weeks the field was narrowed to the best 10% ! </li></ul></ul>Mapping the New Landscape of Human Performance
  7. 7. Case 5 – High volume client <ul><li>Company with over 1500 employees and unacceptably high turnover at branch level. iWAM excellent for high volume: online tools are scalable, save time and money with every test taken. </li></ul><ul><ul><li>Found a surprising key pattern for high performance (reactive instead of proactive task attitude); used findings to remodel ideal candidate profile </li></ul></ul><ul><ul><li>Turnover reduced by 48% since project began! </li></ul></ul><ul><ul><li>Long term relationship: company took new direction, asked iWAM consultant to help recalibrate Model of Excellence </li></ul></ul><ul><ul><li> Flexible, affordable, effective tool to improve performance and reduce turnover even for high-volume clients; basis for a long-term business relationship </li></ul></ul>Mapping the New Landscape of Human Performance
  8. 8. Case 6 – Better employees, reduced turnover <ul><li>European shipping company had problems with turnover and low performance of truck drivers (accidents, late deliveries). The company tried the iWAM Model of Excellence. </li></ul><ul><ul><li>Model was created from high-performing drivers’ iWAM results, identifying key motivational and attitudinal patterns </li></ul></ul><ul><ul><li>iWAM Professional (consultant) trained HR staff to recognize key patterns during an interview </li></ul></ul><ul><li> Number of accidents reduced by 50% , leading to lower insurance costs, better employees, reduced turnover. </li></ul>Mapping the New Landscape of Human Performance
  9. 9. The Institute for Work Attitude & Motivation <ul><li>2510 South Brentwood Boulevard Suite 204 St. Louis, Missouri 63144 Phone: +1-314-961-9676 Mobile: +1-314-603-5460 Fax: +1-314-961-9678 www.iwaminstitute.com </li></ul>Mapping the New Landscape of Human Performance

Remarques

  • Inventory for Work Attitude &amp; Motivation (iWAM) The Institute Carl L. Harshman &amp; Associates, Inc.
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