Articles Some Rules are Meant to be Broken Pick the Winners Without Gambling! Managing Made Easier ARTICLES Some Rules are Meant to be Broken By Rosslynn Shortt, M.A.Sc. You may be all too familiar with the 80/20 rule of business, one variation of which says that 80% of your work is done by 20% of your people. Just because you acknowledge this rule as the status quo, doesn't mean that you have to accept it as such. Indeed, there undoubtedly have been countless times when you wished that all your employees could be "as good" as the top 20%. Your wish list may have included the hope that your 80% could also: achieve the same output attain the same sales results obtain as few rejects experience as few complaints by customers manage their people as well Imagine the difference to your bottom line if 30% or, better yet, 40% more of your people achieved the same results as your top 20%. Next, imagine the difference this would make to the time you now spend managing and motivating. Now, visualize spending this newly found time generating more business. Finally, dare to imagine how much faster you could grow your business and how much more competitive it could be. Imagined success can become actual success if you know how to uncover the secrets of your superstars. How does the top 20% differ from the other 80%? We can show you how to measure the ways in which the groups differ and how to assess specifically the points of differentiation. When you know how they differ, you will have a better idea of exactly what you need in an employee. Not only will your recruiting be easier and more effective, but it will also be easier and less expensive to develop and motivate all employees if you understand them and they understand where and how they need to improve. It's one thing to know that changes would be beneficial, but it's an entirely different matter how you go about effecting these changes and directing your training investments. The process is straightforward. Begin with scientifically validated assessment tools (We use and recommend Target Training International assessments) and measure the behaviours, emotions, passions, attitudes, and values of both your top and your lesser performers. (Depending on the size of your organization, you may wish to do this with a random sample.) Response forms can easily be completed on the Internet in less than 20 minutes. The analyzed data reveals the patterns of difference between your exemplary performers and the others. Areas that require additional probing for further details are also revealed. Such probing occurs in the next step, the focus interview. The one-hour focused group interview with the top performers serves to completely understand details about specific behaviours they use in completing their jobs. Information obtained in this interview, coupled with the assessment data, provides the thorough understanding needed to detail the specific behaviours and emotions, interests, and values required for exceptional performance. This data can then be made available to those responsible for recruiting, managing, and developing employees. With this information, they can formulate specific behavioural-based interview questions and scenarios, create targeted training objectives and development opportunities, and align performance measurement and management activities to the desired behaviours. You now have the know-how to challenge the 80/20 rule. Why accept the status quo? Go ahead and break the rule!