Developing Star Performers

Executive
THINK ABOUT IT! We would not allow a surgeon to operate on us who didn't have the required degrees. We would not get in a jetliner and allow pilots to take us thousands of feet in the air simply because the pilots feel they were born to fly. We would not risk our lives following Generals into battle that did not come up through the development ranks, but simply skipped all that because they feel they were born to lead. Yet we allow people to lead our multi-million dollar businesses or even be responsible for a few people in a department without considering how we are going to make them most effective.
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Sales
Those sales personnel who excel at sales are always looking for ways to be better. A racehorse only needs to "win by a nose" (that little bit extra) to be paid ten times the amount of the second place finisher! The smart salesperson is not competing against others who may be only mediocre, but against themselves, constantly raising the bar so as to reach their potential. It is one thing to hire the right person for the job, and quite another to manage them effectively.
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General
Research done at Harvard Business School by Dr. Howard Schlesinger revealed the following advantages over a company's competitors when they invest in training and developing their personnel:
• Growth rates 60-300%
• Return on assets 150-300%
• Return on sales 200-300%
• Service, quality, customer satisfaction increased by 50%
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