Two Key Predictors for your Success at Deploying Performance Management Software

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When deploying a performance management system across a small or large business, there are many variables and issues to address. But I’ve found that there are two questions that are critical to your success, regardless of the size or nature of your business. I’m writing this to not only expose those questions, but help you get very clear on your answers.

1. WHAT’S THE OBJECTIVE? – This is an important one to answer in a personal and practical (not theoretical) manner. If you’re like me, one way to approach this is to imagine someone else asking you, “So why are we doing this… when we are already busy?”
What would your answer be to that? It wouldn’t be appropriate to say, “Seemed like a good idea this month,” nor can you tie it directly into profit or efficiency if the listener doesn’t already believe that connection exists. Our suggestion in responding to this question is that you tie it directly into outcomes that are easy to identify with. These are the outcomes that problems in the work process, e.g. better visibility, better coordination, less details slipping through the cracks, less cost over-runs and delays… So exactly what is your objective or your top three objectives for making a performance management system part of your business process? Believe me, not only do you need to be very clear about that, but every other person in your organization needs for you to be clear about that as well.

In order to get other people clear and buy-into (”your”) objectives, you need to make time for interaction in which they have the opportunity to see, agree and support your decision. If you get initial push-back, plan on additional interaction time in which you hear and acknowledge their perceptions, BUT don’t leave until you have dismantled their objections. Stop. Before we go any further, let’s talk about how to manage objections. Objections are usually based in a different world view that is constructed on a different set of facts or interpretation of facts than you might wish. The best way to deal with objections is to first listen and acknowledge, and then present reality based performance facts. It’s only human to minimize performance gaps, so you may need to dredge facts up to the surface. Facts that inevitably, and unmistakably point out the reality that something about how business is currently managed is not OK, is not good enough, doesn’t fit with where you all want the business to go. In essence, you are providing data to back up your objective and why it’s worthwhile to pursue it.

The truth is, utilizing performance technology, like ManagePro software, is a statement that you want/need/require things to change. If that’s the case, you might as well say it point blank. Change and performance improvement is not something to dance around… or perhaps it might be better said that if change is a dance – you want to take the lead.

Check out my next blog (link below) for the second question you should be asking that is critical to your success.

Continued to article ”Two Questions that are Key to Your Deployment Success (2 of 2)“

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This entry was posted on Tuesday, April 20th, 2010 at 12:08 pm and is filed under Work Smart Technology. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.

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One Response to “Two Key Predictors for your Success at Deploying Performance Management Software”

  1. Management Software » Blog Archive » Two Questions that are Key to Your Software Deployment Success (2 of 2) Says:
    April 20th, 2010 at 12:19 pm

    [...] This is the second blog on factors critical to the successful deployment of  a performance management system across a large or small business. In the first blog, the first critical question was, “What’s the objective?” [...]