““1. What are the expected levels of performance? What are the expected attitudes or behaviors? How will we measure those? How will we know whether people are performing to expectation? What is the best practice? Let’s take a very simple example. How do you know if the salesperson is doing a good job in executing their deal strategy if you have no sales process, or incomplete/bad process metrics? Without these, you and they have no basis for knowing what great execution of a deal strategy is, so you have no basis for assessing an individual performance or coaching them.””
