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Winning companies; winning people: enabling average people to emulate the approaches of high performers

机译：获奖公司；赢得人才：使普通民众能够效仿高绩效人才

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摘要

Purpose - The purpose of this article is to share some high level findings of a continuous program of research designed to identify critical success factors for important corporate activities such as bidding, building relationships, purchasing and pricing. Design/methodology/approach - Survey participants are ranked in terms of outcomes attained and the activities and approaches of high and low achievers are compared to isolate factors that account for the differences in results secured. Findings - The investigation reveals that critical success factors can be determined and built into processes and support tools. Most of the identified critical success factors are attitudinal and behavioral. Research limitations/implications - The implications of the research are that average performers can be enabled to emulate and adopt the approaches of high performers. However, many training and development professionals oppose rather than support related developments. Future research might usefully examine their reservations and inhibitions and consider ways in which these might be overcome. Practical implications - Many practitioners may need to devote greater attention to putting additional critical success factors in place and encouraging the adoption of winning ways. Originality/value - The paper highlights a significant opportunity to improve individual and corporate performance and deliver both higher commercial returns and greater personal fulfillment.
机译：目的-本文的目的是分享一项连续研究计划的一些高级发现，这些研究计划旨在确定重要公司活动（例如投标，建立关系，购买和定价）的关键成功因素。设计/方法/方法-根据获得的结果对参加调查的人进行排名，比较高成就者和低成就者的活动和方法，以分离出说明获得结果差异的因素。调查结果表明，可以确定关键的成功因素并将其内置到流程和支持工具中。大多数确定的关键成功因素是态度和行为。研究的局限性/含义-研究的意义在于，可以使平均绩效者模仿和采用高绩效者的方法。但是，许多培训和发展专业人员反对而不是支持相关的发展。未来的研究可能会有用地检查他们的保留和限制，并考虑解决这些保留和限制的方法。实际意义-许多从业人员可能需要更加专注于放置其他关键的成功因素，并鼓励采用成功的方式。原创性/价值-该论文强调了一个重要的机会，可以提高个人和公司的绩效，并提供更高的商业回报和个人成就感。

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