Power in your people…

Most of us have heard of the 80-20 rule.  You know, 80% of your sales come from 20% of your sales people and so on and so forth.  We’ve also become aware recently, thanks to the Gallup Organization and writers like Marcus Buckingham, that 80% of our team are sitting and watching while 20% do most of the work.  As leaders, we’ve been challenged to “engage” the other 80%.  Somehow turn them around or turn them out. This requires a Herculean effort on the part of the leadership team.  This “effort” has been described by numerous leadership guru’s as simply the “responsibility of being a leader.”

I tend to disagree.

Here’s something I would like you, as leaders to consider.  Forget, for a moment about the 80-20 rule and wrap your head around the fact that every system has a tendency toward that end.  Stop fighting the “bystanders.”  Stop trying to win them over.  Start focusing on finding your systems real top 20.  They most likely are NOT your direct reports, your highest paid performers, or your executive committee members.  

Once you identify your REAL top performers, give them even more power.  Give them more of the reins, before the system tells you they’re ready, or before the senior managers think it prudent.  This is the real responsibility of leadership.  Anyone can make the obvious calls.  Can you see through your “sfumato?” 

The problem is not the 80%…the problem is that you do NOT know.

What and where is your focus?

Do you see the power in your people?

Tell me more…