Shifting Performance is a methodology that companies get better results from their average performers, who usually make up the majority of an organization. This is an analytical approach to solving softer, behavioral challenges, which can produce longer retention of good employees, better collaboration and sharing of best practices, and higher customer satisfaction scores.

1. Shifting Performance
The analytical approach to solving softer,
behavioral challenges
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2. Every company has high performers
and laggards, but most employees
perform somewhere in the middle.
Shifting Performance
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3. Shifting Performance
Instead of focusing
on the high and low
performers, organizations
get better results from
improving the majority
of employees;
shifting the average.
Shifting Performance
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4. How do you shift the performance
of the majority of your workforce—
your average employees?
Shifting Performance
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5. 1. Evaluate.
Start by defining what drives
performance and identify the
high performers:
Employee Performance =
Focus x Productivity x Quality
Shifting Performance
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6. 2. Identify.
Determine the ‘critical few’ behaviors
and activities that differentiate high
performers from the majority.
Shifting Performance
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7. 3. Leverage internal
best practices.
Accurately quantify the
practices that increase
performance. Because
they are internal, they
are easier for employees
to relate to, remember,
and act upon.
Shifting Performance
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8. 4. Replicate behaviors.
Use informal networks that
are identified based on the
type of change you want
to make, leveraging
influence rather
than hierarchy.
Shifting Performance
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9. 5. Update value-focused
policies and procedures.
Policies and procedures
influence the way
employees behave,
making them the
most direct way
to influence
performance.
Shifting Performance
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10. 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.
Shifting Performance
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11. The Shifting
Performance
equation provides
an observable and
measurable way to
help employees
exhibit the high
performing behaviors
to realize their
greatest potential.
Shifting Performance
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12. Want to learn more about the potential business
impact and long-term advantages of helping your
employees realize their greatest potential?
Shifting Performance
A.T. Kearney is a leading global management consulting firm with offices in more
than 40 countries. Since 1926, we have been trusted advisors to the world’s foremost
organizations. A.T. Kearney is a partner-owned firm, committed to helping clients achieve
immediate impact and growing advantage on their most mission-critical issues.
For more information, visit www.atkearney.com.
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Leadership, Change &
Organization experts
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