TO BE BEST, YOU NEED TO GET BETTER
BEST TEAM EVER
Now look at your team. Last Monday. Last Friday. The person who used to be your loudest contributor who now just sits quietly in the meeting. The top seller who is still closing but stopped sharing ideas two quarters ago. The team lead who says “all good” every time you check in.
In almost every conversation we have with senior leaders before a program begins, someone says a version of the same thing: we have the strategy. We just can’t seem to get the organization to move.
There is a conversation that happens in almost every organization before a transformation
program begins. Someone in the room — usually senior, usually credible — says the thing
everyone has been thinking: we have the strategy, we have the budget, we announced it six
months ago, and nothing has actually moved.
Most sales transformations fail the day after the announcement. Not because the plan was wrong. Because the people weren’t led through the change — they were managed around it.
