CHAPTER 11

How to Develop Someone Who’s Struggling

Every organization has a range of performers, from thriving stars to those who are struggling. On one end of the spectrum are the A players, the top 10% of the workforce whose contributions are exceptional. The steadily contributing B players do good work and generally form the solid backbone of units and departments. These two groups make up the vast majority of your workforce and consistently deliver strong performance.

On the bottom 10%, though, are your C players. These individuals produce work that is just barely acceptable. These aren’t generally strong contributors who simply struggle with one part of their job but rather employees who consistently underdeliver and don’t provide the results ...

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