Why Only One-Third Of Your Team Is Delivering Great Work, And How To Change That
A new study reveals that managers across 484 companies believe only 35.7% of their employees are delivering great work. This isn't just a performance problem—it's the biggest untapped opportunity in corporate America.
Leadership IQ's new research surveyed 7,225 managers with one simple question: "What percent of your employees do you think are delivering great work right now?" The results should alarm and inspire every leader. Nearly two-thirds of managers (62%) believe that fewer than half of their employees are performing at their potential.
For most executives, this finding lands somewhere between devastating and puzzling. After all, these aren't problem employees being discussed; these are the solid performers, the ones who show up, complete assignments, and keep operations running. Yet managers see them as capable of so much more.
Study: Only One-Third Of Your Team Is Delivering Great Work
The conventional wisdom suggests that great performance requires superhuman talent—the Michael Jordan or Serena Williams of the corporate world. This belief creates a dangerous blind spot: it assumes great work is reserved for the naturally gifted few, leaving organizations to accept mediocrity from everyone else.
The reality is far more encouraging. In nearly every organization studied, the difference between good work and great work isn't supernatural ability—it's a set of simple behavioral choices that anyone can make.
Consider this real example: A CEO struggling with technology adoption noticed two distinct groups during the rollout of a new ERP system. The "good work" employees supported the change, saying things like "Okay, I'll give it a try" or "I'm excited to learn this new skill." The "great work" employees did something subtly different. When they heard negativity from colleagues, they actively encouraged others, redirecting conversations toward the positive and helping teammates focus on what they could control.
The difference required no additional training, no special talent, and virtually no extra time. It was simply a choice to take one step beyond personal compliance toward helping others succeed.
An engineering firm focused on accuracy provides another telling example. Good performers who found mistakes would report them to supervisors and propose solutions; solid, responsible behavior. Great performers did all of that, then took one additional step: they shared their mistakes with the entire team, creating learning opportunities that prevented others from making the same errors.
Again, the distinction wasn't about technical skill or intelligence. It was about choosing to elevate the performance of others, not just completing individual tasks.
These patterns repeat across industries and roles. Good work means accepting assignments; great work means volunteering for them. Good work means supporting changes; great work means championing them and bringing others along. Good work means completing tasks; great work means helping teammates succeed.
The mathematical implications are staggering. Organizations currently operating with roughly one-third of their workforce performing at peak levels are leaving massive value on the table. Consider the potential impact if that percentage moved from 36% to 60% (that's a 67% increase in great performers).
The research suggests this isn't wishful thinking. In many cases, employees already possess the skills and knowledge needed for great work. They simply lack clarity about what great work looks like in their specific context, or they operate within systems that inadvertently discourage the initiative and collaboration that characterize peak performance.
The most successful organizations in the study had leaders who could clearly articulate the difference between good and great work using what researchers call "word pictures,' (i.e., specific, observable behaviors that distinguish performance levels).
These leaders didn't rely on vague concepts like "exceeding expectations" or "going above and beyond." Instead, they painted clear mental snapshots of what great work looked like in action. When a new software system required adoption, they could describe exactly how a great performer would respond differently than a good performer.
This clarity serves two crucial purposes: it gives employees a concrete target to aim for, and it helps managers recognize and reinforce great work when they see it.
The research reveals that most performance gaps aren't about ability, they're about environment. Organizations with higher percentages of great performers share several characteristics:
They define great work behaviorally, not just by outcomes. Rather than focusing solely on numbers and deliverables, they identify the specific actions that create impact beyond individual tasks.
They connect daily work to organizational impact. Employees understand how their contributions matter and how great work in their role drives broader success.
They remove barriers to great work. Many well-intentioned policies and procedures inadvertently discourage the initiative, risk-taking, and collaboration that characterize peak performance.
They provide frequent coaching, not just annual reviews. Great work develops through ongoing guidance and real-time feedback, not periodic formal evaluations.
The study's findings suggest that hidden within most organizations is a reservoir of untapped potential. The question isn't whether employees can do great work—it's whether leaders are creating the conditions for it to flourish.
This represents a fundamental shift in how executives think about performance management. Instead of assuming that great work is rare and difficult to achieve, leaders can recognize it as an accessible choice that becomes more likely when people understand what it looks like and feel supported in pursuing it.
The companies that figure this out first will gain an enormous competitive advantage. While their competitors accept that only one-third of employees can deliver great work, these organizations will systematically move that number higher by making the invisible visible and clearly defining the small but powerful behaviors that separate good from great.
The 36% problem isn't really a problem at all. It's an opportunity disguised as a challenge, waiting for leaders bold enough to unlock the potential that's been there all along.
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