Leadership mixed messages

“Why is their commit so low? You can’t let them keep doing that”

I used to get into trouble in forecasting meetings because a person on my team was notorious for ‘hiding’ deals in the CRM by putting close dates way out.

I was doing my best to coach them on it and explain why that wasn’t a good thing to do. But ultimately, it had little impact. Because at the end of the quarter when that person on my team posted their win, the same VP who grilled me about it would swoop in full of praise for them for landing the deal.

Talk about being completely undermined!

As a leader, if you say you want one thing but create an environment that celebrates and rewards something different, it’s going to be really difficult for your managers to drive the behaviour that you said you wanted.

It’s on you to make sure expectations are clear and model the way!

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