said that 95 percent of your success will be determined by the people you hire for key positions, and that 95 percent of your problems will come from putting the wrong people in the wrong positions.

The ideas in this book have the ability to literally transform your business within weeks and months from now, but this is dependent on you investing in the right people (not the wrong ones!).

In your company I’m sure you’ll agree that you have a percentage of people who are eminently the right people and are doing everything that I’ve already spoken about. When you provide extra training for them, they welcome it with open arms and just get better at what they do. These high-performers set a standard and benchmark for others to step-up to.

I’m sure you’ll also agree that you have people in your organisation who are the wrong people and however much training and development you put into them, they will never change.

These people will drag your business down, and with all the will in the world, no amount of training and development will change them. They are the wrong people for your business and I encourage you to help liberate them and move them on to different and greater things which work better for them — and that they’ll enjoy working at more.

Someone who is taking up one of the seats on your bus is expensive and will drag down the performance, productivity and profitability of your company.

Middlemen and middlewomen — a real opportunity for profit growth

I would now like you to focus on the swathes of people in the middle of your company who I call middlemen and middlewomen, who neither over perform nor under perform.

It’s these people who have the greatest potential profit impact on your busines