Most of us are pretty familiar with the Pareto Principle—80 percent of the results are generated by 20 percent of the vital few. For executives and leaders in a position to groom teams or sales channels, it’s common to focus time and attention on the top players. However, if you want to maximize your return on effort this isn’t necessarily the best practice.
Generally, the top players are self-motivated and internally driven to perform regardless of mentoring. They’ll respond well to praise and attention, but they won’t benefit the most from your mentorship.
Focusing efforts on the mid-level performers is the best way to advance the organization as a whole. The mid-range performers will get ahead and the elite performers will work that much harder to stay ahead to maintain their superstar status.
To quote author and sales trainer, Jeb Blount, “The money is in the middle.”