This session will provide an outline with real world examples of the performance-analysis approach to needs assessment by comparing it to traditional methods. This approach will precisely determine the root causes of performance gaps. Knowing the exact causes will help managers come up with the right solution to effectively and cost-efficiently close the gaps. You will be given examples to explore whether this approach can be applied to your sales organizations. \x0D\x0A

\x0D\x0ALearning Objectives - Apply performance based needs assessment or PBNA and examine the differences with traditional approaches Apply the 6 basic steps and explore the ?heart? of the PBNA process Analyze and apply to your current situation the actions taken and lessons learned by the Pioneer Hi-Bred International Sales Deparment \x0D\x0A