Why your Company needs A-Players
Global research undertaken by consulting giants such as McKinsey, Accenture, Deloitte Consulting and Smart & Associates shows, unequivocally, that companies that focus on talent – in our terms, A-Players – generate higher returns to stakeholders.
On average, the real “Talent magnets” generate 67% higher returns for shareholders than the companies populated by B and C-Players.
We are frequently asked by clients whether it is possible to populate an entire organisation with A-Players. The answer is a resounding “YES” The table below illustrates the point:
| Measuring your Hiring Process |
Department Sales |
Measure |
Comment |
Sales Rep |
Calls Made |
Leads Generated |
Sales for June |
|
Target |
200 |
60 |
20 |
Cumulative Top 3 reps 92 Sales |
Sales 8 |
263 |
90 |
31 |
Ave Top 3 reps 31 Sales |
Sales 4 |
245 |
81 |
29 |
|
Sales 5 |
231 |
83 |
32 |
|
Sales 9 |
210 |
70 |
22 |
|
Sales 3 |
207 |
49 |
20 |
|
Sales 12 |
205 |
80 |
21 |
|
Sales 11 |
198 |
45 |
18 |
|
Sales 6 |
197 |
58 |
17 |
|
Sales 15 |
195 |
49 |
18 |
|
Sales 2 |
169 |
39 |
16 |
|
Sales 10 |
167 |
63 |
20 |
|
Sales 13 |
143 |
40 |
12 |
|
Sales 14 |
131 |
30 |
9 |
Average Worst 3 reps 9 sales |
Sales 1 |
125 |
40 |
12 |
Cumulative Worst 4 reps 26 sales |
Sales 7 |
105 |
21 |
5 |
|
Average per Rep |
199 |
56 |
19 |
|
Top 20% of Sales Reps generated 253% more business than Worst 4 Reps
Top 3 Reps improved on Average sales by 61%
Top 4 Sales reps generated 36% of Total Sales
It really does not matter what the function, level or discipline is – A Players make the difference!!
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