"Should I Still Fire My Bottom 10%?" — Transcript

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1. 0:00Scaling sales teams. Have you changed
2. 0:02your mind on cutting the bottom 10% of
3. 0:04sales people or do you still suggest
4. 0:05that? Also, do you still like
5. 0:07incentivizing sales competition every 6
6. 0:08weeks?
7. 0:09Um
8. 0:10I would say
9. 0:12Yeah, I have a couple tweaks on that.
10. 0:13So, I used to advocate for cutting the
11. 0:15bottom 10% of sales on a regular basis.
12. 0:18I no longer do that because I feel like
13. 0:21I've gotten better at making the culture
14. 0:24of a team exceptional and basically just
15. 0:27the 10% was an earlier version of me's
16. 0:30forcing function for cutting people who
17. 0:33should already have been cut. I would
18. 0:35say that we cut people significantly
19. 0:36faster now so we don't need to cut the
20. 0:37bottom 10%. That probably happens by
21. 0:39default, but it just it's not it doesn't
22. 0:42have to be done on purpose cuz we we
23. 0:43weed people out so fast cuz the culture
24. 0:45is so strong.
25. 0:46Um I can't remember the second half of
26. 0:47the question, but hopefully that helps
27. 0:48with the Oh, and then the incentive
28. 0:50thing. Um do we still do Honestly, no
29. 0:52cuz the sales culture is just so strong.
30. 0:54I haven't needed to do that kind of
31. 0:55stuff.
32. 0:56Um
33. 0:57Leaderboards and small prizes, we still
34. 0:59do that on a monthly basis, not on a on
35. 1:01a 6-week cadence, but that works fine.
36. 1:04We're we just now run a monthly monthly
37. 1:06cadence for first, second, third.
38. 1:08And that that has been good enough. If
39. 1:10you like this video and you're business
40. 1:11owner who wants to break through your
41. 1:12current revenue ceiling, I distilled
42. 1:13every lesson from scaling 10 businesses
43. 1:15past 10 million and three businesses
44. 1:17past 100 million into a completely free
45. 1:19scaling road map that I've used to go
46. 1:20from zero to one, zero to 10, and zero
47. 1:22to 100 plus. And so you can click here
48. 1:24and you can check it out. Again,
49. 1:26absolutely free and since you're
50. 1:27business owner, I appreciate you and
51. 1:28enjoy.