The No. 1 Mistake Well-Intentioned Leaders Make That Harms Their Team
Studies reveal a startling paradox: 82% of leaders believe they’re supporting their teams effectively, yet only 38% of employees feel genuinely supported. Moreover, this disconnect stems from what initially appears to be a positive leadership trait – what I call “the protection paradox” – the desire to protect teams from challenges. However, this well-intentioned shield ultimately becomes the very barrier that stifles growth and erodes trust. As an executive leadership coach working alongside pioneering organizations,
Top 10 Sales Manager Mistakes and How to Avoid Them
As a sales manager, it’s crucial to avoid common pitfalls that can negatively impact team performance. Here’s how to navigate ten key mistakes: Assuming Everyone Works Like You: Establish clear KPIs to guide different working styles. Hiring Based Solely on Experience: Prioritize performance over experience. Delaying Firings: Act quickly when someone isn’t performing. Failing to Identify Bad Reps: Remove toxic or unproductive reps promptly. Relying on Activity over Results: Focus on outcomes, not just activity. Allowing Low Win Rates: Coach reps, but don’t tolerate chronic underperformance.
Control Disguised As Coaching
Often, when I talk to managers, they tell me how much time they spend coaching. They tell me stories of meeting, weekly, with their people, doing reviews, pipeline discussions, activity discussions—-all sorts of “coaching meetings.” They say, “Dave, coaching is important and we are spending a lot of time coaching…..”