My Top Producer Is Killing Morale

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Jun 3, 2015

Dear Barb:

I have a top producer in my office who has worked for me for over 17 years. He represents over 30% of our revenue. He is causing major problems in my office.

He is negative, comes in late and has even brought other employees to tears. I can’t afford to lose him, but I dread coming in to my own office every day. I know I’m going to lose other employees if I don’t manage him, but I don’t know where to start. If he walks, I know he will take our clients with him.

Scott P. Sacramento, CA

Dear Scott:

I think most owners reading this have probably had a similar experience, me included. It’s important to realize that one person can’t make your business, but one can break it. You will lose respect and credibility with your team if you do not take action needed to properly manage your top producer.

This is the primary reason you need to protect yourself as an owner and always have two individuals on your team as contacts with all of your clients. If you lose someone, you still have another person who has a relationship with clients. As the owner, you need to build relationships with all key accounts in your business.

Currently, you have options you can consider:

Option 1: You assign a second contact on all the clients your  company represents. You schedule a client visit if possible, with all key accounts.

Option 2: You can offer your top producer the opportunity to work remotely to separate him from your team.

Option 3:  You could meet with him and outline changes that need to be implemented immediately, understanding that he may quit.

What you can’t afford to do is leave things the way they are. This situation will result in turnover and will stunt the growth of your business.

Barbara J. Bruno, CPC, CTS

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