PAMO – The Performance Equation

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Management training is not enough without the performance equation

“The search for the way human resource management impacts on organisational performance is sometimes equated with the hunt for the HR Holy Grail”, Prof. John Purcell

At 3gHR, we apply a tool we like to call “The Performance Equation” or more simply ‘PAMO”. This ensures that the learning modules we develop for clients really do change behaviour. It was developed in 1989 to explain how advertising affects behaviour. In the 1990s, Professor John Purcell at the University of Bath applied the same principles to learning and we have applied this thinking throughout our Management Development Programmes.

So, what does PAMO mean?

P = Performance – Unless behaviour changes, you cannot improve personal, team or company performance. People will not change their behaviour unless they understand and influence three key elements.

A = Ability – Ability is driven by a combination of people’s learned skills and their innate intelligence, this may also be influenced by physical or cultural factors. It is important to stretch people so that they can learn and develop but, if you set unrealistic goals that are beyond the persons ability, they are unlikely to develop at all.

M = Motivation – Only if people are willing to change their behaviour, will they do so; there needs to be something in it for them that goes beyond making the company more profitable. For example, if a person craves flexible working for personal reasons and it is not allowed, or if salaries have been frozen, people will be much less willing to change. Equally, if behaviour change is incentivised financially, then the company needs to understand the long-term impact of this approach. Those that are driven purely by big bonuses are likely to demonstrate a drop in performance if those financial incentives are ever reduced.

O = Opportunity – The business needs to create immediate opportunities for people to demonstrate the behaviour changes discussed in learning. By raising managers’ and trainers’ awareness of this, 3gHR creates opportunities for participants to discuss their immediate role, challenges and opportunities to implement what they have learned.

Download the Infographic for PAMO

How does 3gHR apply PAMO? 

  • At the start of all Circle management training modules, managers and HR professionals are shown the PAMO framework and taught how to apply this to improve the effectiveness of learning
  • Throughout the training, participants are encouraged to think about real life applications and challenges in the context of PAMO
  • When objectives are set and tasks to take back to the workplace identified, participants are asked to consider all three elements to ensure that the training has an impact on behaviour and therefore on performance
  • 3gHR runs a one day programme for managers and HR professionals on how to deliver appraisal training that really does change behaviour – “Transforming Appraisals”. PAMO principles are fundamental to this programme. We also offer free taster events to understand how this approach could work in your business