2. Spend 80 Percent Of Your Time With Your Top Performers

A little slice of attention goes a long way with a company’s top performers, and Warrey said Marco looks to have leaders spend 80 percent of their time with the company’s best and brightest.

The rest of the workforce likely won’t effectively leverage the time and know-how of the company’s executives, Warrey said.

As part of Marco’s mentorship efforts, Warrey said he joins sales reps at least once a quarter for three or four appointments to observe them and improve the sales process.

“I learn every time we do that, and we expect our leaders to do that,” Warrey said. “Get out in the field and face your customers.”