Execution, especially when crisis calls for rapid adaptation, is all about people. Quickly pivoting to a new strategy? It’s on the employees. Finding creative ways to operate despite shortages? It’s on the employees. Staying focused on what matters despite uncertainty? It’s on the employees.
While the best sales managers understand there are valid extenuating circumstances for poor performance, all too often, the reasons reps fall back on to explain their sales numbers veer into ‘bad excuse’ territory.