Managing to Make a Difference

Chapter 33Match the Right People to the Right Training

Training is an investment managers make in their people. Many managers make the mistake of believing that, with the right training, anyone can become an expert at anything. Managers who build extraordinary teams know better. They know that investments in training make the biggest difference and yield the greatest returns when they are aimed at the right people, who have the right talents. Remember the GIFT Formula. Investment is a multiplier on the combination of talent and fit.

The returns on that investment can go straight to the bottom line. The same training delivered the same way will not create the same performance in people who start off with different levels of talent. Sales results from a Talent Plus partnership with a luxury cosmetics retailer bear out that claim.

The ROI of Talent

In partnership with the retailer, Talent Plus created a pre-hire talent assessment for cosmetic sales associates. People with varying levels of talent were hired for the same type of position and received the same training. When sales performance was measured later, those with higher talent for the role based on the pre-hire talent assessment outperformed their less talented peers.

Salespeople with top quartile talent sold 12 percent more than those with bottom quartile talent. They were all doing the same job. They all got the ...