It is not hard to find the statistics across the bar in production across the board, during summer months. The pull to be outdoors, on vacation, off to see something other than a phone and PC Monitor is strong. Those who vacation a week often lose two weeks on return, just to get back into the swing of things.
Well, you cannot imprison your producers, so you must have a plan to handle any business dealings threatened by a missing consultant. The best way, and sometimes the harder one, is to pair up producers so that each can step in and fill the other's shoes when needed. But some star producers do not like to share. If thay can learn that two people in tandem can generate three times the revenue, that would help. But you have to prove it during the winter months.
As with all management techniques, the most important concept is involvement- yours! Help them to adjust, to relate, to work together. It is not wise to put a poor perfomer in tandem with a star. It rarely works and can create enough friction to threaten the loss of the star. Match them, somewhat, in the same discipline. If this is not feasible, than you as a Manager must work closely with that star to undertand the good bad and ugly of any deal going through the pipeline. Losing deals for the star while they are lying on a beach somewhere will rarely turn out good for you or the company.
Remember, it is better to lead a profile properly, than to push one you do not understand. The PEAC SYSTEM� evaluation is your best tool for new hires and for those you need to encourage.
If you would like a better, in hand guide, click the header above to check out my new Guide to Successful Hiring in the Personnel Services Industry. It is full of tips and tricks and many optional tools that can make a difference!
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George W. Tucker, MS
The PEAC SYSTEM®
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