One of our clients has six managers around the country. Two of them reside in Dallas. One of them manages Dallas and an eastern part of the United States and another manages part of Dallas and some of the Western part of the United States.. Other managers managed 1/6 of the country each. It’s really interesting to see the comparison between the two managers here in Dallas…the #1 rankied manager in the country and the#4 ranked manager in the country.
Now I’m quite sure that there are probably lots of differences between these two people, but one of them became very clear last week. It turns out that the difference in the revenue production of the #1 manager’s team is almost $7 million a year more than the #4 managers team. each of them manage six people and, interestingly enough the #4 ranked manager has been with the company for years longer than her #1 ranked peer.
But here is one, very interesting observation. We have an excellent candidate referred to us who works in the space that both of these managers and their company do. As we do on a daily basis, will we get an excellent candidate, we call managers we’ve worked with before, inform them of a particular candidate’s availability and encourage them to interview the candidate. It just so happened that we contacted the #4 ranked manager in the country about this stellar candidate and she says, “well, I don’t really have an opening in the company, so I wouldn’t be interested in interviewing him.”
we then call the #1 ranked manager in the country about the same candidate, and he says, “I make it a practice to interview any good candidate at any time. I never know when I’m going to have an opening and if the candidate is strong enough I can always replace my weakest link.”
our candidate starts work for the #1 ranked manager in the country on January 2. The candidate was so good the hiring manageer fired his weakest link (… the guy had been underperforming for at least one quarter) and hired our candidate.
Now you know one of the different ways of doing things a #1 ranked manager does that other managers don’t. This guy interviews any great candidate we have when they come along. He’s been doing it that way for the last six years that we’ve worked with him and this is the first time that he has hired anybody this way. He doesn’t make it a habit of indiscriminately firing people, but he knows he should be interviewing excellent candidates whenever they come along. It ain’t hard and it ain’t complicated. sometimes he spends 15 or 20 minutes with the candidate and sometimes he hires them.