Did you see the column in the Wall Street Journal that Jack Welch wrote to defend his famous GE forced ranking program? It’s also known as rank and yank.
Welch makes a compelling argument for rank and yank. When executed successfully, employees know well in advance of a review how they are perceived in the organization. Welch consistently asks his audiences, “How many of you know where you stand in your organization?” He gets a 10% response. Ouch.
In my recent blog I spoke about comparing yourself to competition for sales success. Today, ask yourself if you know where you stand in your sales organization. It’s better to know where you’re ranked than yanked.