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Performance Consulting, 3rd Edition by Dana Gaines Robinson, James C. Robinson, Jack J. Phillips, Patricia Pulliam Phillips

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INTRODUCTION

Stop Jumping to Solutions and Make Performance Your Business!

Consider these scenarios, representative of what occurs frequently in organizations today:

Images Sales representatives in a tech company are charged with selling large enterprise-wide systems. While their revenue goals are being met, the profitability goals associated with these sales are not being achieved. The VP of enterprise sales and his HR strategic partner have decided to change the compensation plan so it puts more emphasis on making profitable sales.

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