Selling Performance Support: Building Stakeholder Buy-in

The potential forperformance support has never been greater. But selling performance support,especially if it is new to the organization, comes with unique challenges, fromlack of awareness and confusion to downright suspicion. Beyond the technicalbarriers that must be overcome, there may also be organizational culturalbarriers and individual histories and preferences that are often incompatiblewith something new. It represents a fundamental change in thinking about howpeople “learn” to perform, or even whether “learning” is always a necessaryprecursor to performance. So how do you get uncertain and resistant leaders,clients, and users to take a chance on a potentially game-changing approach toperformance improvement?

In this free whitepaper, Selling Performance Support: Building Stakeholder Buy-in,Marc J. Rosenberg examinesthe four attributes of making the case for performance support: an overallstrategy, preparation for and the presentation itself, overcoming objections toperformance support, and the role of change management. He also includesexamples from the field and advice for what to do if you’re unable to make thesale.