Closing the Execution Gap: How Great Leaders and Their Companies Get Results

Breaking the Cycle

There are three techniques you can use to help see marginal performers in a more positive light and deal with them in a way that sincerely communicates your confidence in their ability to meet higher expectations. Just to be clear, they can be used with poor performers and with those who are meeting current expectations but whom you feel could come to exceed them. These techniques are described below.

Technique 1: Assume Value

Think about your interactions with your below-standard performers and see if this is true. Once you believe that someone is not competent, it seems that everything he says or does is wrong or stupid. He just cannot produce a worthwhile suggestion or idea because everything he says or does is seen ...