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Three Kinds Of Employees

You can use whatever labels make the most sense to you, but I figure most employees fit rather neatly into three groups - each group has a different performance standard, and determines "success differently.

Some companies treat everyone the same, and are proud of that fact.  Frankly, I think that is horrible.  Great employees should be treated better (pay, prestige, something!) than adequate employees, and adequate employees should be treated better than inadequate employees. 

Treating everyone the same seems grossly unfair to the folks doing all of the work, and much too generous to the ones who are coasting...

Slackers

Let's say that slackers make up somewhere around 15% of the workforce - nothing scientific here, but it's probably a fair guess.

Slackers have their own code of conduct - to do as little as possible without getting fired defines "success".  That's an important point - their poor performance is not a result of a lack of training or skill - it is their objective!

This means the "successful" slacker must know exactly how far to push before backing off - and the slacker king has to walk that fine line between getting fired and doing any more than absolutely necessary.

Good Employees

Generally speaking, let's say that good employees make up about 70% of the workforce - again, nothing scientific here...

A "good employee" subscribes to a belief in "an honest day's work for an honest day's pay" - they want to give the company a fair return for their paycheck.

That is an interesting contrast to the slacker - these good employees are striving to make a fair exchange of their work contribution for their salary.

The "A Team"

These folks, if you are lucky, probably make up about 15% of the workforce - thankfully balancing out the slackers...

The "A Team" comes to work to see how much better they can do it - better than the standard, better than other employees, better than their personal record, better than your expectations...just better.

Why?  Some feel that this will help them get promoted.  Others are "better adapted" to your company's environment than other places, so your company is the place where they feel they can "win".  Most just like the feeling of excelling.

People ask "why would they do more than they need to, what's in it for them?".  The answer should not really come as a surprise to any of us.  When you think about it, plenty of folks work hard and take risks without any monetary payoff and we sort of take it for granted - in sports, the arts, on vacation - so, what is so crazy about folks who really like excelling at their sport - work?

What's An Employer To Do?

As the teenagers are fond of saying - "Duh!?!?"

Replace slackers with as many "A Team" players as you can afford or find.

Good employees will continue to make up the bulk of your company, but your future lies with the people who are looking for new ways to make your company better.

Amaze Me!

Did you think those different employee types only existed in your production area?  You should be so lucky!  They are also in your management team.

Slacker managers have excuses for why they didn't deliver, A Team players amaze you accomplishing your goal, but doing it better than you had imagined - they amaze you.

If any of your management team are not regularly amazing you, determine if they are slackers or good employees....because they sure aren't A Team players!

Monkey Shifting

Another favorite slacker manager trick is monkey shifting, moving the beast from their shoulders to yours.

An A Team manager pays attention to what the company needs, looks for ways his/her department can help to get you there, and proposes how their department can contribute.

A good manager (not A Team) will take the assignment, obtain the resources, and get the job done - just like you wanted, but without anything major extra.

Your management slacker will ask you how you want it done, who you would like to have do it, and any other details possible.  This way, anything that does not get done right is not their fault, they did it your way...  Additionally, anything you did not specifically state will not be done - and the omission will be your fault, because you never said you wanted it done.  Working with a slacker is a lot like pushing a rope up hill...

Penguins In The Caribbean

Why do some companies have so many slackers, while other companies have a lot of A Team players?  For the same reason there are no penguins in the Caribbean.

No one would suggest that the Caribbean is not a nice place...and everyone likes those crazy penguins....so why not let penguins live in the Caribbean?

Well, no one said they couldn't live there, but the simple fact of the matter is, penguins don't want to go to the Caribbean - it is not comfortable for them there.  OK, so what does this have to do with slackers and A Team players?

Penguins Hate The Heat!

If you create an environment that is comfortable for slackers, A Team players will not be comfortable, and they will go somewhere else.  Fortunately, the other possibility is also true - an A Team friendly environment is not going to work for slackers, and they will find somewhere else to collect a paycheck (instead of working!).

What is an A Team friendly environment?

1) Performance is noticed, measured, and rewarded

2) Raises and promotions are merit driven, not seniority based.

3) Employees get to see a project through to some logical end so they can have a feeling of accomplishment.

Slacker Heaven

Your slackers want a much different environment, unfortunately, they want one that closely resembles most companies...

1) Everything is seniority based - and everyone is treated equally.

2) Rules - they operate comfortably with plenty of rules, because the slacker can generally find a rule to make any slacking alright (or downright necessary!).  They also operate well with no rules, so that they can construe everything as permissible.  The interesting thing is that most rules are written because of this second fact...

3) Minimum production and quality standards are clearly defined, and little (if any) incentive is offered  for exceeding minimums.

Live With Your Creation

You can not make everyone happy, but you can decide which group you will please.  Your good employees will work for you either way, but they feel a little betrayed when they notice that a slacker doing less than they are doing gets the same pay and treatment as they receive - it violates the "honest day's work for an honest day's pay" understanding they operate under - and it can lead them to re-define "an honest day's work" according to slacker standards since you seem to endorse it - every time you distribute equal paychecks.

Best Picks...

....If you are in a hurry and can only read a few articles, the following five are the ones we hear the most about...

They are a bit longer than most of the others, but they will give you something to think about....

Could You Run A Winning Football Team Like You Run Your Company?

Teamwork - Coaches and players speak to business professionals, encouraging them to build teams that can win.  Let's compare your company to a professional football team....

Eating The Heart Of The Watermelon

The heart of the watermelon is the sweetest and lowest hassle part - so why bother with the rest?  You may not want to follow this thinking at your next picnic, but it sure works when making customer and product decisions!

Quit Your Company - An Exercise

This exercise will force you to see your company and the competitive landscape differently than ever before.  It will help you decide what needs to be done in order to stop the competition you don't even have yet...

Dealers And Distributors (Short Version)

You may need dealers and distributors- or not.  The real issue is whether your end users feel that they need your dealers and distributors!  Companies win when they offer end users what they want....

Dealers And Distributors - And "Going Direct"

If you have a dealer and distributor network, should you consider "going direct"?  Let me ask you this - if a major competitor did, what would happen to you?  That's your answer - this will help you see how to do it....

Management Theories

Not all management theories work - and this section discusses some theories that have problems

Reality Instead Of Theory

You can't believe everything you have been taught about business.  Most of it is true, good information - the trick lies in knowing which parts to believe, and which parts to reject.

Positive Reinforcement Myths

Positive reinforcement can result in training and motivational miracles - but there is one little catch...everyone in the "real world" seems too well fed for it to work!

Truth About Advertising - What Advertising Awards Mean To You

Advertising awards are something ad agencies love to display - perhaps it gives them a feeling of credibility.  It's a shame those awards don't reduce their client's advertising costs or increase their client's sales...

"One Size Fits All" Management Fads

Management fads do a lot of damage - they send companies off in wrong directions, and they erode the confidence of managers.  How?  Managers try the latest fad, and when it doesn't work, they assume it is because they were not good enough - it's a shame, because their instincts are almost always more effective than the fads...

TQM - The Quality Myth

TQM has been a major force for a number of years.  Although it has lost some of its luster in many circles, its proponents (consultants getting wealthy, perhaps) continue to re-invent it under a constant flow of new names....

Your Departments

The last group of articles in this section apply to sales and marketing.  The reason this area is receiving so much attention here is that there seems to be more confusion in that area.  Let's just take a quick look at some of your key departments...

Accounting Excitement

If business was a sport, the accounting department would be keeping score.  Unfortunately, the accounting department seldom provides the kind of information managers need in order to make good decisions....

Purchasing

Purchasing is more than "buying what you said you wanted", it is a proactive role that investigates better products and anticipates demand.

Engineering And R & D

Engineering creates your "new and improved" products - you need to make sure they know what your company and your customers want from them.

Manufacturing

Manufacturing - Manufacturing efficiencies largely determine your costs - and costs largely determine your competitive position!  Efficiency requires great management, management willing to do what it takes to attract and retain the very best people.

Entering New Markets - Then Closing The Door Behind You

Entering new markets - you couldn't do it if the companies already in those markets were staying in touch with their customers!  Remember that after you enter a market - or you may become someone else's "new market"!

Innovate, Renovate, But Satisfy Your Customers

Things have changed faster than most companies have changed - the web, overnight delivery, long distance charges, longer lasting products, direct (to consumer) sales - there are many ways to combine these things to satisfy your customers - and gain market share.

A Winning Marketing Campaign - Lousy Sales

Heartbeat Of America.  The ad campaign won awards, but market share slipped.  Winning companies match great marketing with great products - then the competition loses while consumers win.

Strong Companies Win In Efficient Markets

Marketing is not the art of lying without getting caught.  When your product is the best choice, there is no need to lie.

Applied Market Research - Satisfied Customers

Market research can come from a consultant, but it should also come from your own employees.  Having market research means nothing, however, if you don't use it to make customer driven decisions.

Selling To People - Not Markets

Sometimes we can forget that markets don't buy anything, people do.  Market research is valuable, but make sure it tells you about real people.  Nobody wants your product - they want a way to solve a problem or meet a need - perhaps your product can help them accomplish that.

Advertising For Sales, Not Awards

Advertising - why are you doing it?  If it is for sales, you may need to make sure your agency understands your priorities - instead of pursuing "awareness" and "impressions" - if you want sales, hold them accountable for sales!

The Rest Of It...

Not everything fits into a file, box, or compartment - this is the rest of it....

StrategiesThatWork.com Homepage

Marketing should not be a lie - build a company with productive labor, efficient purchasing, great design, accurate accounting, rational distribution - and the result is a truth you are proud to tell.  Marketing becomes a simple matter of telling the truth to people who are interested!

Eating The Heart Of The Watermelon

The heart of the watermelon is the sweetest and lowest hassle part - so why bother with the rest?  You may not want to follow this thinking at your next picnic, but it sure works when making customer and product decisions!

Dealers And Distributors - And "Going Direct"

If you have a dealer and distributor network, should you consider "going direct"?  Let me ask you this - if a major competitor did, what would happen to you?  That's your answer - this will help you see how to do it....

Dealers And Distributors (Short Version)

You may need dealers and distributors- or not.  The real issue is whether your end users feel that they need your dealers and distributors!  Companies win when they offer end users what they want....

Quit Your Company - An Exercise

This exercise will force you to see your company and the competitive landscape differently than ever before.  It will help you decide what needs to be done in order to stop the competition you don't even have yet...

Three Kinds Of Employees

The right employees are one of the most important resources a company has. Most employers are quite aware of how valuable a great employee can be, but have a difficult time figuring out who the great ones are.  It helps to divide the work force into three groups.... 

Your Mission Statement - What It Means

A mission statement is not something you can carve in a plaque next to your door, because it needs to change.  Mission statements establish priorities, and if customer satisfaction is not at the top of those priorities, you may have a problem.

Could You Run A Winning Football Team Like You Run Your Company?

Teamwork - Coaches and players speak to business professionals, encouraging them to build teams that can win.  Let's compare your company to a professional football team....

Performance Reviews

Performance reviews.  Yawn.  While performance reviews are not exciting, few things can do more to shape your company.  Done right, they can make a big difference...

"Honey, We Need To Talk"

"Honey, we need to talk" are terrifying words when they come from your spouse.  You may feel that you have an "open door policy", but walking in that door feels a lot like "Honey, we..." to most employees.  You need an easy way to stay in touch - like lunch!

Partnering And Sole Sourcing

Partnering - we hear a lot about it, but if you aren't willing to be a partner in your purchasing, you are not ready to ask your customers to trust you in that role....walk in their shoes for a moment.

Customer Focus

"Customer Focus" is something we hear a lot, but seldom results in much action.  Funny, isn't it, that customers are the only people who leave money in your company - everyone else is there to take some out....

Science Of Yourco

You don't have to look further than the nearest business magazine to find a few easy steps to management success - so why bother to develop a "Science Of Yourco"?