LINKING LEARNING TO PERFORMANCE—A SALES CASE STUDY: PART 1

THE FOLLOWING ARTICLE is Part 2 of a two-part case study. Part 1 (Torchiana et al., 2021), provided insight into the needs of a global pharmaceutical organization that sought to accelerate the performance of its primary care sales representatives. In that article, the narrative followed the co-authors through our project lifecycle journey: Jaime, the client's Commercial Learning Manager at the time, and Paul, who provided thought leadership, performance analysis, and architecture expertise for the vendor team. Part 2 describes how the co-authors translated the performance analysis results into an accomplishment-based training curriculum, along with additional tools to support high performance throughout the employee lifecycle. The results of the program and the overall impact on the client organization will also be presented. You will encounter “On the Shoulders of Giants” sections that tie the work back to founders in the field of human performance. As we approach the 60th anniversary of the founding of the International Society for Performance Improvement, this is an effort to recognize the rich heritage that allowed this specific project to succeed.