Every organization has pockets of great performance. Within them you will find significant variability in performance—think of all the sales teams in your organization that aren't performing like the great ones. The best organizations know where their pockets of greatness reside. They are better than the rest at scaling greatness across the organization, institutionalizing their own best practices, getting everyone's behavior to change, and making their performance curve "righter and tighter."
But most organizations come to accept sales performance variability as a given—and often attempt to improve performance by repeatedly changing strategies, leading to the "flavor of the month" syndrome.
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Every day, your leaders and your workforce are faced with countless bits of information while making decisions that range from the pragmatic to the strategic. As they confront more and more information—requiring them to act quickly while considering varying perspectives—they are primed to rely on biased thinking.
Why? Because unconscious biases are shortcuts that help our brains compensate for overload. This affects how we make decisions, engage with others, and respond to various situations and circumstances, often limiting potential, inhibiting performance, and leading to poor decision-making.
You may be new to the topic of unconscious bias, or perhaps you already have a training initiative underway inside your organization. Regardless of your knowledge level, these complimentary resources will help as you create a workplace of inclusion and engagement.