Employee Star Profiles: Turning Less Into More

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Employee Star Profiles Turning Less Into More

• Jathan Janove
• Ater Wynne LLP
• www.aterwynne.com
• www.jathanjanove.com

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Why is it that whenever I ask for a pair of
hands, a brain comes attached? Henry Ford
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• LEGAL ASSISTANT (Secretary)
• Turns documents around quickly and accurately,
  promptly putting them in their proper places.
• Puts self in my travel shoes, minimizing stress
  and maximizing effectiveness, considering time,
  cost, reliability, and what needs to be
  accomplished.
• Works cooperatively and proactively with others,
  helping me maintain good client relations and
  meet all administrative and professional
  responsibilities.

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If I had more time, I would have written you a
shorter letter Blaise Pascal
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• Four Drafting Steps
• Identify the most important things the employee
  does (or should do) that maximizes value to
  stakeholders, the company, and you.
• Visualize these key things actually happening
  star behavior in action.
• Capture this image in writing in as few words
  and few sentences as possible beginning each
  with an action verb.
• Refine the profile by getting input from others,
  connecting desired behavior to the big picture,
  and cutting out unnecessary words, non-core
  actions or unrealistic expectations.

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The Stupid Switch Conflating the Ability to
Get a Job with the Ability to Do a Job
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• Vice President Human Resources
• Applies an understanding of our business goals to
  help me get the most from our employees in
  achieving them.
• Identifies problems and solutions tells me when
  Im wrong but always has my back.
• Becomes a trusted coach our managers use to
  maximize employee performance.
• Persuades employees that we want to know about
  problems, issues and opportunities at the
  earliest possible time.
• Puts together an HR Dept. that keeps us legally
  compliant without creating a bureaucracy.

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Staying Out of Court - With Benefits
Litigant. A person about to give up his skin
for the hope of retaining his bones. Ambrose
Bierce, Devils Dictionary
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• Accounting Assistant
• Records and transmits every number accurately
  and promptly.
• Continually stays in touch with our customers.
• Contributes to a team-oriented department.

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Stupid Switch No. 2 The Peter Principle
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• Star Salesperson
• Continuously stokes the pipeline, identifying and
  pursuing prospects and leads.
• Becomes a better and better closer by
  understanding the customers needand the need
  behind the need.
• Tracks and reports all sales and expense data
  promptly and accurately.
• Works as a team with customer service and
  accounting so that customer accounts get handled
  properly.

• Star Sales Manager
• Coaches, teaches and D.I.S.s (Direct-Immediate-Sp
  ecific) sales staff so that they nail their star
  profiles.
• Applies continuous grease to the wheels in
  maintaining synergy with sales, customer service
  and accounting departments.
• Keeps a constant eye on how we function, how our
  competitors function and whats happening in the
  industry in order to sharpen our competitive edge

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The 7 Solution
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• Performance Appraisal Summary
• Continuously stokes the pipeline, identifying and
  pursuing prospects and leads.
• As we discussed, your stoking is outstanding!
  It sets a great example for the entire
  department.
• Becomes a better and better closer by
  understanding the customers needand the need
  behind the need.
• Again, outstanding! You have a knack for asking
  exactly the right questions that not only help
  you figure out what customers want but help
  customers figure out what they want.
• Tracks and reports all sales and expense data
  promptly and accurately.
• While thereve been instances of late or
  incomplete reports, youve made a commitment to
  improve and Ive seen positive results. To
  continue progress, we agreed to talk to I.T.
  about making the report form more user-friendly
  for on the road so the work doesnt pile up on
  your return.
• Works as a team with customer service and
  accounting so that customer accounts get handled
  properly.
• Great strides here. Im especially pleased about
  your willingness to share insights on creating a
  valuable pipeline and improving close ratios and
  will be setting up a lunch with the rest of the
  sales staff. I also like your volunteering to
  periodically reach out to customer service and
  accounting to discuss how our departments can
  work more effectively. I look forward to hearing
  what you learn.

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Book Ordering Information

• Available for 15.00 (includes shipping) through
  Darla Collar at Ater Wynne [phone] or
  dac_at_aterwynne.com.
• (List Price 22.95)
• Greater discount also available for volume
  purchases
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