Cost & Benefits to a Company: Performance (TPS, OBSC, PBSC)

Summary: Total Performance Scorecard represents a combination and also an extension of the concepts Balance Scorecard, Total Quality Management and Competences Management, being defined as a systematic process of continuous, gradual and routine improvement, development and learning, the process being focused on the solid increase of the personal and organizational performances. When we intend to improve the sales management, TPS can represent a feasible solution. This concept can be more successful than traditional ones (where improvement is often cosmetized), since real change and organizational improvement can be obtained if people change and improve themselves from the inside, this interior involvement being an integrant part of TPS whose purpose aims at maximum involvement and loyalty of all the involved persons, as well as encouraging individual learning, learning within a team and creativity. Key words: Total Performance Scorecard, Personal Balanced Scorecard, Organizational Balanced Scorecard, Total Quality Management, Competences Management, Kolb learning cycle, Sales Management Total Performance Scorecard (TPS) is a holistic management process of improvement and change; within this concept, improvement, development and learning are treated as cyclic and ethical processes through which the development of personal competence, of the organization as well as the internal implication are reciprocally consolidated.19 This concept represents a combination and also an extension of the concepts Balance Scorecard, Total Quality Management and Competences Management, being defined as a systematic process of continuous, gradual and routine improvement, development and learning, the process being focused on the solid increase of the personal and organizational performances. The process consists of the following elements20: • Personal Balanced Scorecard – PBSC that involves mission and vision, , objectives, performance indicators, targets and actions for personal improvement, including the continuous improvement of abilities and personal behaviour, concentrating on personal wealth and success in society. At a personal level, mission, vision and essential roles are named personal goal, and self-guidance, self-development and self-management are in the centre of PBSC, being addressed to all the employees of an organization (either if they are management staff or simple accomplishers). • Organizational Balanced Scorecard – OBSC. This involves mission and vision, basic values, success critical factors, objectives, performance indicators, targets and actions for organizational improvement. Mission, vision and basic values are named here the common goal of the organization. The concept includes continuous improvement and the control of the functional processes within the organization, as well as the development of the strategies that focus on obtaining competitive objectives for the company. OBSC is communicated and transformed into scorecards within the departments/activity units, scorecards within the team and performance plans for the employee. In OBSC the stress is laid upon the strategy development and implementation