The document discusses how to effectively invest time and money in employees based on their performance levels. It recommends dividing employees into categories like stars, potentials, work horses, and underachievers based on their output. The document then proposes investing the highest percentage of time and money in star performers, a high percentage of time but average money in potentials to help them develop, fair compensation and some time for work horses, and spending time helping underachievers improve but not compensating them. The goal is to get the highest return on investments by focusing more resources on developing the top performers and potentials.

1. How to
Invest in your team
for Growth.
do you really only invest in the best?
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2. $
how much do you invest in
each individual
on your team?

3. there are
two types of assets
time money

4. Money includes:
compensation,
promotion,
benefits, etc

5. Time includes:
coaching,
mentorship,
training, etc

6. of course, as with everything in
business, investment assets
are always finite.

7. Example:
if you have 10 members on your team, $100,000 in comp, and 30
hours per week to support them, how will you invest?

8. how much of your total time
and money assets do you
invest in your top talent?

9. what about your
weaker members?

10. what about
Everyone Else?

11. What is Fair?

12. what gets you and the firm the
highest return on those
investments?

13. rest stars
remember, it is a fixed pie that you have to
work with. so you need to make hard choices

14. first off, let’s divide your
workforce into categories.

15. A Typical Organization
Stars Potentials Work
Horses
Under
Achievers

16. and, since people fall roughly
into standard deviations...

17. it’s a good bet that your team
will distribute roughly as follows*...
1 3 5 1
Stars Potentials Work
Horses
Under
Achievers
*assuming a team of 10

18. And their output/contribution will look something like
this
1 3 5 1
40% 30% 20% 10%
Stars Potentials Work
Horses
Under
Achievers

19. so how much do you spend on everyone?
1/40%
50% 30% 20% 0%
3 / 30% 5 / 20% 1 / 10%
Stars Potentials Work
Horses
Under
Achievers
* nothing on your underachievers (ouch)

20. so how much time do you spend on everyone?
1/40%
3 / 30% 5 / 20% 1 / 10%
10% 50% 20% 20%
Stars Potentials Work
Horses
Under
Achievers

21. so here is the logic..

22. Stars
Time Money
Comp your Stars extremely well, and then get out of the way so that
they can achieve. They just needs goals and air cover

23. Potentials
Time Money
Comp your Potentials above average, but invest a much greater relative
percentage of your time to give them all the support they need to become
stars. This group has the highest return on time.

24. Work Horses
Time Money
Comp your Work Horses fairly and spend some time helping them
understand and achieve their goals. But let them know that while it is OK
to "just get the job done," if they stretch themselves towards the
Potential category, you'll respond with greater investments.

25. Under Achievers
Time Money
Do not comp your under achievers. Instead, spend a disproporationate amount of
time to help them retrain and/or move out of the function where they are under
performing and into another function where they can become a star.

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