{"id":8254,"date":"2020-10-21T18:14:14","date_gmt":"2020-10-21T18:14:14","guid":{"rendered":"https:\/\/www.worxogo.com\/?p=8254"},"modified":"2022-07-19T17:20:45","modified_gmt":"2022-07-19T11:50:45","slug":"drive-productivity-move-the-middle","status":"publish","type":"post","link":"https:\/\/worxogo.xogoweb.com\/legacy\/drive-productivity-move-the-middle\/","title":{"rendered":"Hiding in Plain Sight &#8211; How you can Drive Productivity by Moving the Middle"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"8254\" class=\"elementor elementor-8254\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6cc02822 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6cc02822\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-40e916c8\" data-id=\"40e916c8\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b62e078 elementor-widget elementor-widget-text-editor\" data-id=\"b62e078\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#818a91;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#818a91;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p><span data-preserver-spaces=\"true\">Here\u2019s a picture for you. It\u2019s a typical school day &#8211; the teacher walks into class and asks for homework submissions. The class dutifully drops off their work on the teacher\u2019s desk. Some students get a pat on the back, some get pulled up. As the class settles back into their seats, the patted lot are often sitting right up in front, while the troublesome ones occupy the back. What\u2019s missing from this picture?<\/span><span data-preserver-spaces=\"true\">\u00a0<\/span><\/p><p><span data-preserver-spaces=\"true\">The students in the middle of class. The ones who escaped the teacher\u2019s attention. They hid in plain sight.\u00a0<\/span><\/p><p><span data-preserver-spaces=\"true\">I should know. I was one of them.\u00a0<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8bcdc6e elementor-widget elementor-widget-text-editor\" data-id=\"8bcdc6e\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><b>We all have team members who get hidden in plain sight \u2013 the 60% achievers, the middle of the bell curve.<\/b><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2fadff8 elementor-widget elementor-widget-heading\" data-id=\"2fadff8\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h2 class=\"elementor-heading-title elementor-size-default\">Moving the Middle<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c38ab5e elementor-widget elementor-widget-text-editor\" data-id=\"c38ab5e\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span data-preserver-spaces=\"true\">Now think about your team at work. Most leaders undoubtedly know how to get their teams to perform &#8211; the top performers get promoted or win the Employee of the month, the ones not doing so well get feedback and sent for training. See a pattern here?<\/span><\/p><p><span data-preserver-spaces=\"true\">We all have team members who get hidden in plain sight \u2013 the 60% achievers, the middle of the bell curve. We\u2019ve all been part of the feedback sessions where, as a team leader, you look to \u201cjustify\u201d why a team member didn\u2019t get the promotion or the bonus this time around.<\/span><\/p><p><span data-preserver-spaces=\"true\">Turns out, you are not alone. Managers already struggle with information overload (think of the spreadsheets\/ emails\/ data you look at daily). It\u2019s practically impossible to look at and interpret all the data at your disposal, focus attention on your to-dos as well as keep an eye out for team members who get hidden in plain sight.<\/span><\/p><p><span data-preserver-spaces=\"true\">That is the problem.\u00a0<\/span><\/p><p><span data-preserver-spaces=\"true\">Are your team members hiding in plain sight? How much team productivity do you think gets lost due to this?\u00a0<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0fca5eb elementor-widget elementor-widget-heading\" data-id=\"0fca5eb\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h6 class=\"elementor-heading-title elementor-size-default\">40% - that\u2019s the productivity you lose from hidden team members. <\/h6>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d34dd3a elementor-widget elementor-widget-image\" data-id=\"d34dd3a\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"750\" height=\"500\" src=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2020\/10\/israel-andrade-YI_9SivVt_s-unsplash.jpg\" class=\"attachment-large size-large\" alt=\"move the middle\" srcset=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2020\/10\/israel-andrade-YI_9SivVt_s-unsplash.jpg 1000w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2020\/10\/israel-andrade-YI_9SivVt_s-unsplash-300x200.jpg 300w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2020\/10\/israel-andrade-YI_9SivVt_s-unsplash-768x512.jpg 768w\" sizes=\"(max-width: 750px) 100vw, 750px\" style=\"width:100%;height:66.7%;max-width:1000px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-315fccf elementor-widget elementor-widget-text-editor\" data-id=\"315fccf\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><a class=\"editor-rtfLink\" href=\"https:\/\/www.nytimes.com\/2011\/03\/13\/business\/13hire.html\" target=\"_blank\" rel=\"noopener\"><span data-preserver-spaces=\"true\">Google\u2019s project oxygen<\/span><\/a><span data-preserver-spaces=\"true\">\u00a0research showed that Managers need to be good coaches to <em>everyone<\/em> in their team.\u00a0<\/span><span data-preserver-spaces=\"true\">\u00a0<\/span><\/p><p><span data-preserver-spaces=\"true\">But that\u2019s hard to do.<\/span><\/p><p><span data-preserver-spaces=\"true\">Thankfully that\u2019s where worxogo\u2019s AI engine helps. A number of our customers have seen their team\u2019s productivity improve by focussing on the middle.\u00a0<\/span><\/p><p>\u00a0<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c783859 elementor-widget elementor-widget-image\" data-id=\"c783859\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"387\" height=\"204\" src=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2020\/10\/STA.png\" class=\"attachment-large size-large\" alt=\"Sales Target Achievement - Moving the Middle\" srcset=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2020\/10\/STA.png 387w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2020\/10\/STA-300x158.png 300w\" sizes=\"(max-width: 387px) 100vw, 387px\" style=\"width:100%;height:52.71%;max-width:387px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-321782c elementor-widget elementor-widget-text-editor\" data-id=\"321782c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span data-preserver-spaces=\"true\">Here\u2019s an example of a sales team that saw a 20% increase in sales &#8211; just by focussing the team lead\u2019s attention on the middle performers. Very clearly, the orange graph shows more of the team hitting their productivity (and sales benchmarks) over 2 months.<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-75b5569 elementor-widget elementor-widget-image\" data-id=\"75b5569\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"313\" height=\"183\" src=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2020\/10\/PB.png\" class=\"attachment-large size-large\" alt=\"Productivity Benchmark - Moving the Middle\" srcset=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2020\/10\/PB.png 313w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2020\/10\/PB-300x175.png 300w\" sizes=\"(max-width: 313px) 100vw, 313px\" style=\"width:100%;height:58.47%;max-width:313px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e69b160 elementor-widget elementor-widget-text-editor\" data-id=\"e69b160\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span data-preserver-spaces=\"true\">Here\u2019s another for a back-office team working remotely that saw a 15% uptick in team productivity. In this 20% of the poor performers (60% achievers) came within 5% of their targets (the blue line shows more % of the team hitting their benchmarks).<\/span><\/p><p><a href=\"https:\/\/www.worxogo.com\/nudge-coach\/\">worxogo&#8217;s nudge coach <\/a> enables three key aspects:<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-da4c594 elementor-widget elementor-widget-heading\" data-id=\"da4c594\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">1. Help team leads identify team members hiding in plain sight<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7376170 elementor-widget elementor-widget-text-editor\" data-id=\"7376170\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span data-preserver-spaces=\"true\">Using proactive analytics on the team metrics, our engine highlighted the potential goal miss candidates before the manager did &#8211; and highlighted which team members needed assistance earlier on in the month. This helped team managers to course-correct much earlier and get closer to their targets.\u00a0<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-96e44c6 elementor-widget elementor-widget-heading\" data-id=\"96e44c6\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">2. Personalize the feedback\u00a0<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-01fbc91 elementor-widget elementor-widget-text-editor\" data-id=\"01fbc91\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span data-preserver-spaces=\"true\">The engine nudged each individual team member based on their goals and provided them with a personalized coaching regime. Think of a personal behavior coach that coaches each team member on their unique set of skills, abilities and limitations.<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-00df65d elementor-widget elementor-widget-heading\" data-id=\"00df65d\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h3 class=\"elementor-heading-title elementor-size-default\">3. Motivate the Middle<\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-20f7c44 elementor-widget elementor-widget-text-editor\" data-id=\"20f7c44\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span data-preserver-spaces=\"true\">Using proprietary algorithms, our engine understood the <a href=\"https:\/\/www.youtube.com\/watch?v=NAKz-NGfihM&amp;t=3s\">motivational profile of each individual team member<\/a>. And like a good manager, motivated each team member to act per those motivations, rather than fall back into old patterns of unproductive behaviors. Understanding what makes individuals tick was key to unlocking high performance because it connected workplace actions meaningfully to their personal work goals, keeping them energized and engaged.<\/span><\/p><p><span data-preserver-spaces=\"true\">By focussing on the middle, teams consistently improve their outputs, remain more motivated and deliver better outcomes for their managers. And, interestingly, <strong>~75% of those improvements come from the middle performers.<\/strong><\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c0d49a6 elementor-widget elementor-widget-heading\" data-id=\"c0d49a6\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Summing up - the middle 60% are your core performers<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7d6b60fe elementor-widget elementor-widget-text-editor\" data-id=\"7d6b60fe\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span data-preserver-spaces=\"true\">Moving the middle can and does deliver real impact. An\u00a0<\/span><a class=\"editor-rtfLink\" href=\"https:\/\/hbr.org\/2011\/01\/the-dirty-secret-of-effective\" target=\"_blank\" rel=\"noopener\"><span data-preserver-spaces=\"true\">HBR article<\/span><\/a><span data-preserver-spaces=\"true\">\u00a0confirms the same \u201cThe real payoff from good coaching lies among the middle 60% \u2014 your core performers. For this group, the best-quality coaching can improve performance&#8230;\u201d\u00a0<\/span><\/p><p><span data-preserver-spaces=\"true\">Sometimes the simplest of solutions, too, hide in plain sight.\u00a0<\/span><div class=\"simplePullQuote right\"><p>Moving the middle can and does deliver real impact.<\/p>\n<\/div><\/p><p>Photo by <a href=\"https:\/\/unsplash.com\/@miguel_photo?utm_source=unsplash&amp;utm_medium=referral&amp;utm_content=creditCopyText\">Miguel Henriques<\/a> on <a href=\"https:\/\/unsplash.com\/s\/photos\/classroom?utm_source=unsplash&amp;utm_medium=referral&amp;utm_content=creditCopyText\">Unsplash<\/a><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Here\u2019s a picture for you. It\u2019s a typical school day &#8211; the teacher walks into class and asks for homework&hellip;<\/p>\n","protected":false},"author":4,"featured_media":8262,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[222],"tags":[262,256,259,255],"class_list":["post-8254","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-insights","tag-improve-back-office-productivity","tag-improve-sales","tag-nudge-coach","tag-sales-rep-productivity","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>Drive Team Productivity - worxogo Behavior Guide to Moving the Middle<\/title>\r\n<meta name=\"description\" content=\"Find out how teams became more productive, were more motivated &amp; delivered better outcomes by moving the middle of the bell curve - the 60% achievers.\" \/>\r\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\r\n<link rel=\"canonical\" href=\"https:\/\/worxogo.xogoweb.com\/legacy\/drive-productivity-move-the-middle\/\" \/>\r\n<meta property=\"og:locale\" content=\"en_US\" \/>\r\n<meta property=\"og:type\" content=\"article\" \/>\r\n<meta property=\"og:title\" content=\"Drive Team Productivity - worxogo Behavior Guide to Moving the Middle\" \/>\r\n<meta property=\"og:description\" content=\"Find out how teams became more productive, were more motivated &amp; 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