How we help increase revenue across frontline teams

We identify what your top performers do differently, then put the right routines in place to make those behaviours the team standard.

Across your teams, you’ve likely got a handful of top performers and low performers. But most sit in the middle. Our approach lifts the performance of that middle group closer to the level of your top performers. We call this ‘moving the middle’.

 

Our 4-Step Approach

Here’s the practical 4-step approach we help clients use to increase revenue by ‘moving the middle’.

Click a step below to see more details.

  • We’ve found that average team performance can be improved to the level exceeded by the top 25% of team members. We recommend setting this as the performance goal.

    Key activities:

    • Deciding the KPI to be improved.

    • Identifying the input measures that drive that KPI, and how they’ll be tracked.

    • Analysing current performance data and agreeing the performance goal.

  • We identify what top performers do differently from everyone else.

    Key activities:

    • Using performance data to identify top and average performers.

    • Determining the behavioural differences between those two groups.

    • Deciding who will be responsible for identifying the winning behaviours, and how they’ll be communicated to team members.

    • Establishing how the winning behaviours will be documented and kept up-to-date.

  • We help you put the right routines and accountability in place to make the winning behaviours business-as-usual across your teams.

    Key activities:

    • Identifying the routines required to embed the winning behaviours.

    • Helping first-line managers put those routines into practice.

    • Defining how second-line managers will keep implementation on track, so the winning behaviours are reinforced day-to-day.

  • We work with you to keep implementation on track until the winning behaviours become the team standard and the performance goal is achieved.

    Key activity:

    • Working with you as a senior leader to keep implementation on track.

    Our support continues until:

    • The new routines are embedded as business-as-usual.

    • The winning behaviours become the team standard.

    • The performance goal is achieved.

    You’ll typically start to see improvements from month 3. In most cases, momentum builds through months 4 to 6 as the winning behaviours become embedded across the broader team.

 

Our Performance Promise

We’ll work with you to identify the 1 or 2 KPIs you most want to improve, then set a performance goal for each. Using our approach, you’ll achieve those goals within 6 months — or we’ll keep working with you at no extra cost until you do.

 

Ready to talk?

We work online with clients anywhere. To stay closely involved in implementation, we work with no more than 10 organisations at a time.

If you want to increase revenue across your frontline teams, book a call. We’ll discuss the KPIs you want to improve, whether our approach is the right fit, and the performance improvement your teams could achieve.

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