Over the past 12 months it’s been more important than ever to be able to take the very best of the best and be able to box this and replicate it in organisations. Reading up yesterday in the Investor Daily about how many Financial Services Employees had been made redundant from some of the biggest banks in country.
It reminded me of a client that had a person who was right at the bottom with regard to his results. He took the time to speak with some of the very best in the business and had a look at in detail what it was that the very best people had been doing with their clients to get specific business results.
Interestingly enough he also had three things over and above this which I believe should be present in order for any change to occur
- He was motivated and wanted to get different results
- If he did not get them his job may have been on the line
- He did not hurry the process but worked methodically to change just a few small things
Often managers in organisations “Tell” their teams what’s expected but don’t give the “How” around how to make the change. Funnily enough this is often because they don’t believe its their job to “Know” much about the details.
I would argue that you need to be able as a leader and manager to know, what it is exactly that are the things that your best people are doing to make the difference. Often this is not known and we just dump the people who “Don’t work”. The person above went from being right at the bottom to being consistently in the top three performers.