“It is easier to turn competent managers into star performers than to turn incompetent managers into competent ones.” — Peter Drucker
This “Druckerism” illustrates a phenomenon that I encounter frequently in my consulting business. In financial firms both large and small, I find companies investing precious training dollars to transform C players into A players when the real issue is not a training matter. The actual problem is the C player is mismatched for the position. The truth is that no amount of training and coaching will turn an underperformer into a top performer. However, companies who direct their energies at coaching A players can help solid performers reach new heights.
The answer is better hiring strategies that identify candidates who possess the raw talent for the sales or management position.