Create Routine to Evaluate Big Things

In 1965, The Byrds had a hit song named Turn, Turn, Turn.  It spoke of the seasonality of time.  You have likely heard this song, as it has endured for decades. It is easy to find on YouTube if you want to give it a listen. The first line is:  

To every thing there is a season, and a time to every purpose under Heaven.

Lots of people don't realize that the words of this song are almost exactly from the Bible.  The Book of Ecclesiastes: Chapter 3: Verses 1-8.  The words are attributed to the wise King Solomon.  

Indeed, Solomon, the verses, and this song are wise.  The words speak of the seasonality of all things, including work, which can offer some instructions for us.  A couple more verses:

A time to plant, a time to reap that which is planted.
A time to keep, and a time to cast away.

As a manager and/or business owner, I believe these lines give us wise advice, and instruct us to do the following:  Make it a routine to evaluate the big things.  Do more of what is working and less of what is not. 

When I say evaluate “the big things,” I’m talking about sales effort, products, and employees.

With products, take a look at what you are selling, whether it is a product or a service.  Emphasize the big sellers and drop the things that don’t sell well.  In hindsight, one of my flaws in running a business was fear of dropping poor performing products.  When we finally did drop them, I don’t think we ever regretted it.

With sales effort, it is a bit more subjective and harder to measure.  Some products are too difficult to explain to customers.  Customers tend to be disappointed with other products.  And some products involve lots of quoting, but very seldom result in orders.  Your sales and customer service people probably have a good sense of what is working and what isn’t. 

Emphasize what is working, and whittle down what isn’t.  If you are unsure about a particular area, remember this:  You can continue to take orders for certain things, but decide to stop promoting them.  My company calls this "de-emphasizing" a product rather than "discontinuing" it.  

You have to do the same thing with employee evaluations, and you have to be honest with your situation.  In the history of me being a boss, any time we kept a poor-performing employee, we regretted it.  For one thing, it is unfair to good employees who are trying their best.  It also undermines management credibility.  I have never looked back and regretted firing someone.  But countless times I have regretted not firing them sooner. 

It is human nature to want to avoid uncomfortable situations with employees.  It may not always be easy, but terminations have to be done on occasion.  That’s why it is so important to routinely evaluate employees.  Try to avoid the mistake of terminating someone in a moment of anger.  A routine helps with steady and clear thinking, rather than impulsive actions.

Finally, when I say “routine,” I think once a year is about right.  Perhaps the routine is in December, as you prepare for a new year.  Or perhaps there is some other season that fits your personal or company calendar.  I don't think "when" matters as much as just being consistent and deliberate about it.  

 To every thing there is a season...