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Talent Management
- A Most Costly Mistake – Three Tips for Hiring Success
- Developing Today’s Sales Managers
- Focus on Your High Performers
- How Can I Improve My Chances of Hiring the Right Salesperson?
- Passion, Priority, and Performance
- Recognizing Talent and Realizing its Potential
- The Three P’s of Performance – How to Uncover Each
- What's the Cost of a Misfit Sales Manager?
- Why Doesn’t My New Salesperson Get It?
Focus on Your High Performers
In the world of sports, coaches spend the most time with players who have potential to deliver the biggest results. In business, however, many seem to take the opposite approach: focusing lots of time and energy on developing underperformers. If you want results quickly, shift focus to your high performers. High performers do not want to be coached like an underperformer or a new hire. They have earned the right to be coached on an individual basis.
Three considerations for coaching high performers:
- Do it with timing not time. Giving more attention to high performers won’t take time away from developing underperformers. High performers are best coached by using strategic timing rather than quantity of time given they already have most of the formula for getting results.
- Don’t leave them alone. Some high performers are resistant to coaching. Don’t be intimidated by their strengths; even top golfers around the world use one-on-one coaching to take their game to the next level. Ask questions about their concerns; this sets the table for new coaching possibilities. Adding value is key.
- Move the benchmark. Organizations typically define what the top level of performance is, but few ever ask “How high can you fly?” High performers embrace being challenged; that’s why they succeed. Present them with a new opportunity to grow and so will your results.