4 Principles of Performance Improvement

When Performance Matters

The 4 Principles of Performance Improvement

Whenever undertaking performance improvement, managers need to keep four key principles in mind.  These principles can be easily remembered by the mnemonic CASH:

Consequence – unless there are consequences for non-performance there will be no motivation to change.

Attitude – unless people are prepared to accept their role in their own development they will not get involved.  Additionally, if performance improvement has traditionally meant a quick road to dismissal then they may be nervous or intimidated by the manager’s desire to “discuss performance”.

Self Discovery – people will rarely improve their performance if they are ‘told’ what needs to change.  They need to ‘own’ any areas of improvement.

Honesty – people need to be honest about both their strengths and weaknesses if they are to improve.  Sometimes they will be ‘blind’ to both and will need help in ‘seeing’.

Prosell offers a program that combines sales training and sales coaching.  It is based on recognised research, which tells us that training alone has limited impact and that when supported by skilful coaching, has 74% more chance of being implemented.

Prosell has resources to deliver these programs across Australia, covering Sydney, Melbourne, Brisbane, Perth, Adelaide and Canberra.














Training & coaching programs for sales, management, call centre and customer service teams delivered in Sydney, Melbourne & Brisbane.Training and coaching courses for sales and customer service teams delivered in Sydney, Melbourne and Brisbane Australia.Contact us: Prosell Sales Training Company Head Office: Sydney, Melbourne, Brisbane and Australia.





What we do

Prosell provides training and coaching for call centre, customer service and sales management teams in retail and corporate sales across Australia - Sydney, Melbourne, Brisbane, New Zealand & Asia Pacific.


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Prosell Sales Training and Coaching Courses, Sydney, Melbourne and Brisbane 

Prosell Sales Training Office119 Willoughby Rd, Crows Nest, Sydney, NSW 2065, Australia.

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Prosell Sales Training Telephone: Sydney, Melbourne and Brisbane +61 2 9007 9833    Prosell Sales Training Telephone: Sydney, Melbourne and Brisbane 1300 559 493