The Performance Percentage

“Maximize the wealth-producing capacity of the enterprise.” — Peter Drucker

Amid the changing landscape of the financial services industry, I believe the companies who increase their percentage of top performers will come out ahead. The reason? As a matter of course, top producers are not only adept at figuring out how to deal with challenging market conditions but they generate a larger share of production. In every study we have conducted, we have found that a small percentage of producers do most of the production. The numbers are staggering: A mere 13% of a typical company’s producers account for 87% of the volume.