We’ve all had them. Those under-performers. The slackers.
They suck the life from us. We try to train them.
We pair them with the sales stars to let them see how a top performer does it. They don’t do better.
Because we’re doing it wrong!
Partnering an ‘F’ student with an ‘A’ student doesn’t give you two ‘A’s.
Want the ‘F’ to succeed? Partner him or her with a ‘C’. Set the bar just high enough that it is a struggle to reach but not so far that it can’t be obtained.
Raising up the worst performers doesn’t happen when they think they are doomed to fail.
Want the best performance, set people up to succeed 80% of the time. Let them fail no more than 20%.