Many times, I meet people so good at their jobs that I think, “I would hire this person.” Others make me think, “I would never hire this person nor would I recommend them to others.” Often, these are middlemen—middle managers or employees between the company and the customer. They handle complaints, make decisions, and represent your business every day, often without the owner realizing their impact. That’s why you can’t just test your products and services—you must test the people who deliver them. Sometimes, the person between you and your customer is also between your business and its profits. Do they treat customers as you would? Solve problems or create them? Protect your reputation or damage it? Poor performers can cost far more than their salaries by creating expenses, losing customers, damaging relationships, and reducing profits. Your employees aren’t just working for your company. They’re representing it. When was the last time you made sure that the person you hired in management was actually serving your employees and customers well. Which answer best describes you?