Results Focus

• Is the person committed to act in order to attain a demanding objective?

 

Definition:  The drive to meet or exceed stretching performance objectives and quality standards, deliver business results and continually find sustainable improvements to methods and processes 

CONTEXT:

This behavior is easily developed in organizations which encourage:

-      Clearly defined objectives

-      Taking a certain amount of risk

-      Individual responsibility

-      Feedback and assessment to encourage people to go forward

-      Where reward is linked to performance

On the contrary, this behaviour is hindered by:

-      The absence of performance standards

-      Vague or arbitrary objectives

-      Lack of credibility of performance feedback and assessments

Level	Standard	Developed	Highly developed
Summary	Is highly motivated to achieve targets	Seeks to improve his/her performance in a given direction.  Fixes precisely a demanding level of result	Seeks to maximize the result on the long term
Behavioral Indicators	Agrees challenging goals and takes ownership for their achievement Seeks reliable criteria to assess his/her own performance Demonstrates constant preoccupation with reaching results Persists in overcoming obstacles Does not hold back on either time or energy to meet commitments Demonstrates accountability for personal performance	Looks for what needs to be done rather than waiting to be told Actively seeks responsibility and challenge, volunteering to undertake important, stretching tasks and projects Sets precise and challenging objectives for him/herself and finds the means of achieving them Assesses the probability of reaching the ambitious objective set for him/herself and calculates the risk Takes every opportunity to do more than the set objective Tries to do things differently in order to significantly improve efficiency, quality, productivity or client satisfaction	Takes ownership for achieving challenging long term strategic objectives Chooses the objective which will have the highest impact on his/her uhit’s or firm’s results Takes calculated entrepreneurial risks over time to achieve business goals Sets stretching goals for others to pursue, translating strategies into specific targets and delegating them Creates conditions for success, by giving him/herself the means to achieve this objective (eg, committing significant resources and/or time in the face of uncertainty) Consistently overcomes multiple obstacles to achieve complex and/or challenging business objectives

Behaviors which are not representative include*

Being always satisfied with the result obtained Putting the blame for failure on external causes “Working hard” without necessarily attaching much importance to the quality of the result Allocating resources without any criteria of results Accepting insufficient results from others Preferring docile and non exacting team members, to others who disturb by suggesting changes and ways to improve