One of the biggest profits leaks in your company may be related to your philosophy regarding people. The biggest cost in most companies is payroll, and, therefore, the biggest asset or investment is “people”. How seriously are you and your company taking this investment?

What Are A Players?

In our experience, A Players, meaning those who meet the productivity requirements of their position and your company’s core-values requirements, bring two to three times the productivity of employees who do not, regardless of their function. When measurement tools are put in place, leaders are shocked by the high levels of B and C players they have on their teams. The performance gap costs companies millions and doesn’t get enough attention because there is no financial statement line item for the lost customers, lost productivity, mistakes, and lost opportunities attributable to these nonperforming B and C players.

How to Measure Performance

Most sharp business owners measure the performance of their business on at least a monthly basis and fail to properly relate that performance back to individual employee performance. Worse, the lost performance from your poorer performing team members may exceed your annual income. By not requiring a specific level of performance, monitoring that performance, and holding your employees accountable you are allowing your employees to establish their own performance requirements. Common sense tells me they will set lower work standards for themselves than you would.

Maximize Employee Motivation

To maximize employee motivation and raise standards it is imperative that you establish key performance indicators for every position in your company. A standard should be set for each indicator, and all employees should be expected to consistently live all of your core values. Once these are benchmarks are established and communicated, you should measure performance against the requirements on at least a quarterly basis. Immediate action must be taken to help employees that are not meeting their requirements, and people that cannot meet your standards must be replaced.

If you are interested in a addressing your “profit leaks,” let’s schedule a time to further discuss your business and how we might work together to patch up your leaky bucket. Call us for a FREE consultation (305) 722-7213.


Business Coaching, Business Execution

About Howard M. Shore

Howard M. Shore is a Certified Gazelles Coach, Certified Public Accountant Certified Executive Coach, Certified Behavioral Analyst, Certified Values Analyst, and Certified Attributes Index Analyst. He has earned Bachelor and MBA degrees from Florida International University, and completed advanced executive programs at Harvard Law School and the University of Chicago.