Sunday, November 27, 2011

Lead your team right to years end

With the fast approaching the end of the year, Christmas for many of us and a new calendar and reporting year coming to a close. I'm often asked "How can I impact my team the most in the short time left?" This is a question that confuses a lot of people, if I only have few week left how can I impact the right people in my team to finish the year with a bang.

Lets say your team is seven members strong. look through their goals set earlier in the year and rank each member on how they have gone against the criteria you set together. Odds on one is a standout in the positive sense and another is a standout in the negative sense, while the rest fall somewhere in between.

You know full well that you will support each member but realistically you can probably only squeeze enough time to help one person  get a few more runs before the year close.

Many leaders take the view to invest their time in the weakest performer in the belief that that may pull them up to the mark and get over the line. However the person who can make the most impact with your help is in fact the best performer.  This will seem couter-tuitive to many.  Let's look at in from a simple sales perspective.

Each team member  has target of 100k sales per month.  Your poor performer is pulling 80k while your top performer is pulling in 120k - both 20k variance from the goal. with some help from you one of these guys can do an extra 10%.  This would leave us with 88k  versus 132k. Your help is worth more when given to your top performer as opposed to your bottom performer.

As a team leader with limited time for extra coaching you can gain the most value for your team. So line up your team, identify  who has kicked the most goals and spend some time finishing the year on a high note.

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