When I’m invited into a company to help leadership reignite underperforming teams, I always find incredibly talented people, who often feel devalued and uninformed. Business leaders are ultimately responsible for the situation, but it’s usually not intentional.
An Underperforming Sales Team is in the Spotlight
A couple of years ago, I was facilitating a sales meeting with a new client. With a history of mediocre sales performance, the sales team was complacent and had worked its way into a multi-year sales slump. Early in our sales improvement process, the sales manager mentioned that in years past, she had a manager who made all of his sales reps answer the “help me/hurt me” question at the end of each month.
