Performance Pathway
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The document discusses strategies for improving workforce performance by focusing on different categories of performers: top performers (20%), middle performers (60%), and lowest performers (20%). It highlights the importance of recognizing and rewarding top achievers to retain them, while emphasizing that moving the middle 5% can generate significant revenue gains. By establishing performance benchmarks and offering coaching and recognition programs, organizations can drive increments in sales results and foster a culture of success.
Performance Pathway
- 1. Solutions That Drive Performance
- 3. Lowest Performers 20% Middle Group of Performers 60% Top Performers 20% In Almost Every Organization… Performance Falls into (3) Primary Categories Biggest Challenge is Where to Focus the Efforts to Drive Incremental Gains Top Performers (20%) Middle Performers (60%) Lowest Performers (20% Population of Groups
- 4. Lowest Performers 20% Middle Group of Performers 60% Top Performers 20% Biggest Challenge is Where to Focus the Efforts to Drive Incremental Gains Population of Groups Top performers generate 40-60% of the results Recognize, and reward your top performers (Retention)
- 5. Middle Group of Performers 60% Move The Middle 5% growth from the middle 60% Yields 70% more revenue Than a 5% lift from the top 10%!! Unrecognized potential Substantial business value Can be developed, influenced Integral role in company’s culture Enormous potential for HUGE gains Experienced – feedback / coaching Inexperienced - willing to learn / advance Often lack instincts Need skills / experience Focus on high value activities
- 6. We measure the achievers: Best Practices Activities, attitudes, behaviors We help to establish their performance as the new organizational benchmark
- 7. We plan & execute the Reward Program: President’s Club To recognize reward and retain your top performers We Help to establish their performance and achievements as the cultural examples to follow
- 8. We track and measure The Middle Group Measure against top achiever’s performance metrics Across the sales organization Best practices Activities, attitudes, and behaviors Sets the new organizational performance benchmark “What gets measured… gets done!”
- 9. We recognize and reward milestones with award points Redeemed via a web-based employee rewards engagement portal
- 10. Achieve increases in incremental sales results Drive increases in revenues Retain top achievers Build a culture of success
- 11. Let us help you to achieve your goals
- 12. Contact Us Today. For a no obligation discussion on our proven solutions to improve your workforce performance, please contact me. Steve Mattoon Sense & Company 949.375.2888 steve@senseandcompany.com senseandcompany.com