The Top Have More Headroom


The Top Have More Headroom
Key Takeaways from the Video:

  • Best Business Advice: The top have more headroom—top performers have the most capacity for growth.
  • Traditional Approach: Focused on improving middle and bottom performers through training, aggressive targets, and accountability.
  • Initial Results: A 14% increase in sales, adding $3.5 million per quarter.
  • Shifting Focus: Instead of trying to lift the weakest, the mentor prioritized enabling top performers.
  • Implementation Strategy: Removed administrative burdens by providing assistants to top salespeople for tasks like CRM updates, expenses, and scheduling.
  • Results of the New Approach:
    • Top performers doubled their sales.
    • Overall sales increased by 56%, adding $14 million per quarter.
  • Key Insight: Top performers have greater potential for improvement than middle or bottom performers.
  • Broader Application: This strategy works across different industries, not just sales.
  • Balanced Approach: Supporting all levels is important, but prioritizing top performers drives exponential growth.
  • Final Lesson: Enable talent by removing obstacles, giving them the tools and support they need to maximize their strengths.