Let’s start off 2016 with a bold statement: Your leadership (personal and team) are the cause of most of your business issues.
Why do I say this?
Firstly, I happened to believe that it is true; I often speak about it at conferences and I have written about it in various sections of my book.
Secondly, when I speak to groups of executives, leaders and sales managers we often work through examples of common issues and challenges that are wreaking havoc with their sales numbers. and here is the rub, most of the problems can be traced back up to a leadership solution.
If the solution is at the leadership level then, and I postulate, that the prevention also lies there.
Lets look at this in action:
Some common polled issues:
Lack of sales staff motivation
High staff turnover / low retention
Sales capability / poor performance / bad results
You see, I believe that all of these issues are a creation out of sub-optimal leadership capability.
These ‘problems’ are in fact symptoms of issues that occur further up stream…and if we trace back far enough the responsibility lies squarely in leadership.
Thats great news…and it also sucks!
I get asked to solve common sales fractures but actually, you don’t have half the problems that you think you do. In most cases, you don’t have a retention problem or a recruitment issue or a motivation challenge….you have a leadership issue!