Friday, January 29, 2010

The temptation to focus on the wrong stuff

A manufacturer I know has invested heavily in a training program specifically focused on its under-performing dealers. The goal is to improve their performance so that they can move up to being "average." Sounds like a decent idea, I guess.

But we have to watch that our limited focus and resources be spent where they really count. Maybe those under-performing dealers will improve, but if it's at the price of helping top performers do even better, then we have to re-consider those programs.

Freud said that sometimes a cigar is simply a cigar. Sometimes a low performer is merely that. If our resources are scarce, why not focus on the performers that truly perform?

Barry LaBov
LaBov & Beyond
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