It was an interesting conversation. I was meeting with a very thoughtful sales executive. He was about to make some pretty big investments in training and in technology tools. I asked him why he was making those investments, he replied, “We really need to raise the skills and productivity of the sales people. They aren’t […]
Performance
The 4 P’s to Help You Build a Great Business
How do you manage a great business, as opposed to be a survivor? Well, here are the four areas you should focus upon every day. Now, some of us remember things better when given a catchy phrase or rhyme. So, here’s one to help you with squeezing the most out of your own available resources. In […]
Poor Job Performance: A Checklist for Managing Low Performers
You’re faced with a challenging task. It feels like climbing Mount Everest, blindfolded. Meet Ashley—she’s an employee at B Players Inc., a classic case of underperformance. She’s neither reaching her goals nor getting the job done. Let’s be honest, with her poor performance she’s a time suck for you as a manager and a profit-killer for […]
What’s Your Bell Curve Look Like?
We tend to think about organizational performance in terms of “bell curves” or some sort of distribution curve. The typical bell curve looks something like this: The performance of our people is on the X (horizontal) axis, the number of our people is on the Y (vertical) axis. The bell curve typically has us thinking […]
