Are you struggling with people problems like major hiring decisions? Are you worried that under-performing team members could be causing profits to disappear into thin air?

You can identify, select and develop your dream team - in which each member knows what to do, and how to do it well, and enjoys doing it! Then, your business will run like the well-oiled machine you know it can be.

People problems manifest in many ways

John, CEO of an industrial goods distributor, was frustrated. Persistent troubles dogged the sales department. The whole focus seemed to be on perfecting and memorizing the catalog, but no one was out there actually showing it to anyone. Instead of proactive prospecting, everyone was waiting around for the phone to ring.

What made the problem worse was that a new hire who seemed so promising in interviews was turning out to be a bust, clashing with the team. No matter what John tried - whether new hires, training or discussions with the management - he just could not get what he was looking for out of his sales reps.

Worst of all, the malaise in the sales department was settling across the entire company. Growth was stagnant, and rumors were circulating that some of his most talented people were being recruited by a competitor. John knew he had to do something fast to prevent an exodus.

Imagine filling open positions based on facts, having exactly the right person in each role, and watching your business run like a well-oiled machine

When it’s time to fill an open position, you hire with confidence. You know exactly what you’re looking for and what to expect from new hires. Roles are clearly defined, and communication is clear. Your employees are hungry for success and excited about the results they are getting. Everyone is pushing in the right direction.

As a result, you have skilled leaders who perform as expected, and fit with the team and company culture. The workplace is humming along, no drama or chaos, and everyone enjoys coming to work. The whole team is working at peak performance, which has improved both productivity and profitability.

Your focus has moved from people problems to leadership opportunities…

Finding, hiring and developing your dream team for the job is tough and not intuitive

Most business leaders struggle with hiring and developing team members, and it’s easy to see why:

  • A common approach is to try to clone a top performer. Many organizations, though, are unaware that their current top performer is not an A+ but rather a C if they were compared to the talent pool at large as opposed to those currently at the organization.
  • Business owners tend to have strong, well-developed intuition and listen to their gut. Unfortunately, gut-level first impressions are just part of what you need to know during the hiring process. This is why candidates who seem promising in interviews may wash out as employees, and it’s easy to end up with a team of people we like personally who are not good at their jobs.
  • It’s natural to “go with what you’ve got” to fill an urgent need. In the long run, though, the long-term expense of having the wrong person in a position greatly outweighs the opportunity cost of waiting until you find a good fit.
  • Well-intentioned but inexpert recommendations of friends and colleagues end up being a trap. The recommendation does not work out, and it’s doubly difficult to let go of the friend of a friend.
  • It’s tempting to think you can build up a current employee into what you need, but the reality is fraught with danger. It’s often unclear exactly what the person needs in order to grow into their new role. The needed training, coaching, or money might not be available. By the time it is clear that they are struggling, their old position has been filled, leaving you in an awkward position.
  • When your team is underperforming, you’re busy putting out fires… leaving you even less able to deal with the performance issues you know won’t go away by themselves.


Despite all the hurdles to finding the right people, building your team does not have to be a hit-or-miss experience.

Use a proven approach to hiring the right person the first time and building your dream team

Although gut feeling and chemistry play a role in all areas of human relations, hiring is both an art and a science. Here’s how you can add in the science to ensure you are hiring leaders who perform as expected and fit well with your team.

  • Make a conscious decision to invest in finding the right people. Investing a little bit more time/money at the front end is much more effective in the long run
  • Define exactly what is expected from a job for it to be successful. When a position is vaguely defined, it’s often difficult to know what skills and abilities are needed for top performance.
  • Look for people who bring those specific talents to the table. When you know what kind of person you are looking for, they are easier to find.
  • Measure the capabilities of the candidates for a job against the benchmark of what is needed for the job to be performed well.
  • Make hiring decisions based on a correct fit for the open position. It’s easy to be led astray by qualifications which are impressive but not necessarily a good fit for the job at hand. The same goes for experience, which may not necessarily be relevant or even positive. Remember: practice makes permanent, not perfect.
  • Use a data-driven approach to manage and develop your team. Many organizations have the right people, but in the wrong places. It is also common for talented people to be impeded by gaps in their skills. Let data show you where to plug the gaps.

 

John, the industrial goods distributor CEO, decided he was not ready to accept mediocre as the new normal at his company. He hired Moellering so he could start taking a data-driven approach to hiring and managing his people. The results speak for themselves. Reach and sales have substantially increased. Even the VP of Sales, who was very skeptical at first, said, “No way we’ll ever hire without this new approach ever again.”

Identify, select and develop your dream team with a data-driven approach

The Moellering works with family-owned businesses and faith-based foundations that are struggling with people problems like major hiring decisions or under-performing team members.

We use a data-driven approach to help their clients to identify, select and develop their dream team, where each member knows what to do, and how to do it well, and enjoys doing it! Then, the business owner can enjoy the benefits of having the business run like the well-oiled machine he or she knows it can be.

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