loser

The single biggest waste of time you can do as a manager is to spend it with your bottom producers.

In my business, I’m so committed to training my salesforce to be top salespeople, that I use both Grant Cardone’s Cardone University and monthly sales training visits with my friend Coach Michael Burt.  The cost? Over $50,000 per year.  The result? The bottom is still at the bottom and top are still the top.  The bottom line is…a loser is a loser.

I have yet to turn one of my bottom producers into a top producer.  I have tried with all my might, my energy, and my money.  But in the end, the bottom producers don’t get much better.  My mother in law says it best.  “You can’t turn a pig’s ear into a silk purse.”  Or how about the old classic, “you can lead a horse to water but you can’t make them drink.”  That works for me too.  Either way you slice it, your energy is MUCH better spent on NOT spending your time with the bottom producers.

Here is why:

  1. Even if you turn your bottom producers into midlevel/average producers, they are still just that, midlevel/average producers.
  2. A great company is not built on average. A great company (my version at least) is built on players.  The best of the best and I have yet to see a bottom producer become a player.
  3. Bottom producers are there for a reason and the reason not you. It’s them.
  4. They suck you dry. Bottom producers take your time from the mission at hand.  Rewarding the top dogs!  Your ROI comes from helping your top producers get even better.
  5. Don’t blame yourself or them. Hopefully you both tried to make it work.  But for goodness sake, don’t waste another minute with them

Here is what I suggest:

I suggest that your time – 100% of it – is spent working with your top dogs.  Give them the tools to become even greater such as training, quality databases and a meals and entertainment budget.  Spend the money for them to travel and entertain clients or attend the big trade shows.  They know what to do with it, your bottom producers will just waste your money.

If you have done your best and you have spent the time, energy, effort and money to give your bottom producers the skills to become great and they are still at the bottom…just cut them loose.  You will be doing both of you a favor.

mattblog

 

 

 

 

About the Author

Matt Manero is the Founder and President of Commercial Fleet Financing, Inc. (CFF) located in Dallas, TX. CFF is celebrating its 21st year in business and provides financing for commercial fleet vehicles such as box trucks, cargo vans, big rigs, tow trucks, dump trucks and construction equipment. CFF is a 3-time winner of the 2014, 2015 and 2016 Inc. Magazine Top 500/5000 Fastest Growing Private Companies in America. Matt has helped dozens of employees and thousands of small business owners move closer to the money they deserve. He is the author of, “The Grit” available at mattmanero.com. Learn more at www.commercialfleetfinancing.com or call 972.247.8447 phone on twitter @mattmanero.