By Scott Nichols
For the past few years, when working with staff I’ll look for the difference between employees’ performance. Why did some employees perform well while others didn’t? I have seen employees with the best attitude and outgoing personalities just tank while I have seen the opposite sell like crazy. I really struggled to find out what the difference was. I tried to have employees that struggle train with really good managers; sometimes that worked but most times it didn’t. Sometimes I would see an employee who struggled in sales become amazing then go right back to struggling. Just when I thought I had it figured out, I would realize that I was actually more confused than ever.
Then it dawned on me and I saw it…I saw the deference! I was excited and tried to come up with a training program to execute this. As I was going through the training program, I would hit a roadblock and no matter what way I would try to change the program I always came to the same conclusion.
Let me explain by breaking this down into two separate parts in this article. The first will be what is the difference between someone who always performs and hits their numbers and someone who doesn’t. The second will be the roadblock.