Why The Seduction of Potential Will Destroy Your Team, Lose More Sales and Threaten Your Sanity

Deciding who to hire, who to let go, and when it’s the right time to do so is a daunting and time consuming struggle for managers. Are you running your business by the elusive and costly potential you see in others or by measurable evidence of progress and results? Here’s how to avoid the hypnotic seduction of people’s potential and how to shift from measuring potential to productivity. (Including your customers.)
Two areas where managers consistently struggle are in the hiring and firing of their employees. When it comes to making the right decision about their employees, the questions I’m asked most are:
“I’m not getting the production I need from my team, even when I continually push them.”
How do you turn an underperformer into a top producer or at least into an average, acceptable producer?”
“When does it make sense to invest your time, money and resources into someone who you feel