1. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention November 13, 2013 Troy Hopkins, ADM OFFICE PRIDE COMMERCIAL CLEANING Get Rid of the Rest Motivate the Best— BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention

2. Objectives By the end of this presentation, you will: Recognize the monetary impact of poor performers and how to quickly remove them Motivate employees to perform at higher efficiencies Increase employee retention And Finally, walk away with 10 Key Actions to improve your Employee Management

3. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Understanding the Impact of Poor Performers 80/ 20 Rule 10% Top 80% middle 10% Poor Action 1

4. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention The Impact of Poor Performers

5. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention The Impact of Poor Performers Consider this: 87% of employees say that working with a low performer has made them want to change jobs 93% of employees say that working with a low performer has decreased their productivity

6. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention The Impact of Poor Performers Consider this: But only 14% of senior executives say their company effectively manages low performers And only 17% of middle managers say they feel comfortable improving or removing low performers

7. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention The Impact of Poor Performers It’s a fact: A single "toxic" or negative team member can be the catalyst for downward spirals in organizations -Felps and Mitchell, University of Washington

8. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention The Impact of Poor Performers What makes a poor performer? Negative attitude Stirs up trouble Blames others Lacks initiative Entitlement Mentality

9. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention The Impact of Poor Performers By allowing poor performers to continue their negative behavior patterns, you put the productivity and effectiveness of the entire team at risk

10. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention The Impact of Poor Performers Below par performers cost your company in more ways that you may think: Lower productivity Waste your valuable time and energy Set the stage for possible lawsuits

11. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention If you turn 50 employees during the year… which is easy, you may be costing yourself $52,000 Possible lost customer Recruitment cost Training cost Ramp up curve Lost productivity

12. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention The Impact of Poor Performers Poor Performers: In a management position, poor performers have a multiplier effect on the productivity of others

13. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention The Impact of Poor Performers Poor Performers: Send a message to our customers we are weak or we don’t care about them Lose sales volume and even customers Have fewer ideas Cannot be employed by one of our competitors!

14. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention The Impact of Poor Performers Poor Performers: Aren’t appreciated by Great Employees, who don’t like being around them Send a message we are not selective in our hiring Have higher absenteeism Increase disciplinary cost

15. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Track Bad Employees Out Quickly What You Can Do Help supervisors become expert at giving performance feedback: Feedback needs to be ongoing—not once-a-year Feedback should be given about good performance and bad performance Supervisors must document both good and bad performance matters—consistently! Action 2

16. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Supervisors should not fear taking disciplinary action No one likes to discipline or fire an employee—it is unpleasant and not easy! But sometimes it must be done Supervisors should know that they will be supported Every failure with an employee is an opportunity for the supervisor and the company to learn! What You Can Do

17. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Have Great Tracking Procedures Performance Reviews Job Performance Disciplines Attendance Disciplines Recognition Tracking What You Can Do

18. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention In Sales, what is ABS? With employees, we call it ABC: “Always Be Canvasing” -Eric Chester Action 3

19. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention You Need to Be In Control! Do not allow the bad employee to control you because you need coverage on a FRIDAY night.

20. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Always be fishing in the right pond for employees Reward your recruiters Birds of a feather flock together

21. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention What are some descriptions of Great Employees “The president says we have “skills gap in American”, no we do not, we have a “Value Gap” in America.” -Eric Chester

22. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Become Great at Hiring The interviewers need to convince themselves first this a great place to work Action 4

23. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Why do you want to work for us? What have you done at one of your jobs that you are proud of? Describe a disagreement you and one of your work peers or manager had and how did you handle it? Have great interview questions

24. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention The cost of a bad hire can be up to three times salary—it’s not worth it! It is easier to hire the right employee than it is to get rid of the wrong one Work out the right hiring process and use it CONSISTENTLY Get help mapping out the process if you’re not sure how to do it well Know the profile of the employee you are looking for

25. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Train Well Some people in this industry are worried about putting time and effort in training someone in case they leave… I am worried if I do not train them, they will stay Action 5

26. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Invest in good orientation and training; don’t cut corners here: On average, employees decide in the first two weeks whether they have made a good choice of company/job Orientation is too often shortchanged; it is more than an overview of rules and benefits! Orientation takes longer than a day What You Can Do

27. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention New employees need to be oriented to: Their new company—its history; its mission; its products/services; its culture Their new unit or department—its purpose and how it serves customers Their job—what it requires and how it relates to other jobs Why they and their work matters! Company VALUES What You Can Do

28. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention The training of new employees: Develops skills to be used on the job Should be ongoing, as skills are improved Good employees like learning and growing on-the-job: it is a benefit! Understand Adult learning skills Your investment in training is an investment in your employees—and the success of your company What You Can Do

29. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Have a Clear Policy Does your employees really understand your attendance policy? Action 6

30. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Sometimes we can give our unclear messages to our employees, sending them down the wrong path.

31. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Again, it should contain more than company rules and benefits It needs to cover what the company expects of employees—and what they can expect of their company Always have the handbook reviewed by an employment attorney or a qualified HR professional Have and use a well-written employee handbook:

32. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Give Them the Tools They Need to do Their Job Action 7

33. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention

34. Give Your Employees a Target Give your employee a Target to shoot for,... it will make the building cleaner. Action 8

35. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Allow Your Employees to Make Decisions The people in your business who actually do the work are often the best qualified to judge how it should be done. They will provide you with good suggestions, and at the same time, feel a part of your business. Action 9

36. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Some decisions may not be the right decision, but give them feedback and keep coaching.

37. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Increase Employee Retention Guide the worker toward a career; they may possess talents and abilities that would be of a great value to your business, if they were encouraged to consider a career in your industry Action 10

38. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Little REWARD goes a Long Way

39. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Have 1 to 1 with your key employees Ask the 5 things that motivate them Ask the 5 things that do not motivate them Make action plans to increase the motivators and eliminate the de-motivators What You Can Do

40. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Set policies and procedures, be consistent and stick by your guns…Your life will be a whole lot easier

41. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention 1.Understanding the Impact of Poor Performers 2.Track Bad Employees Out Quickly 3.Always Be Canvassing 4.Become Great at Hiring 5.Train Well 6.Have a Clear Policy 7.Give Them the Tools They Need to do Their Job 8.Give Your Employees a Target 9.Allow Your Employees to Make Decisions 10.Increase Employee Retention Review of Top 10 Actions

42. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention Motivate the Best;

43. BSCAI is the Business Resource for Contractors — 2013 BSCAI Annual Convention