LEADERSHIP
Illustration★★★★During a sales meeting, the manager was berating the sales staff for the dismally low sales figures they had turned in. “I’ve had just about enough of poor performance and excuses,” he began.
“If you can’t do the job,” he added, “perhaps there are other sales people out there who would jump at a chance to sell the worthy products that each of you has the privilege to represent.” Then, pointing to the newly recruited, retired pro- football player, he said, “If a football team isn’t winning, what happens?
The players are replaced—tright?” The question hung heavy for a few seconds, but then the ex- football player answered, “Actually, sir, if the whole team was having trouble we usually got a new coach.”
— Lysen
The point
A manager berating salespeople for poor results is challenged by an ex-football player: poor team performance requires a new coach, not new players.