We Don't Do the Work
One of the most satisfying aspects of our work is the privilege to meet clients - it is truly an exciting opportunity to listen and work with the client to achieve their business objectives. Usually, we will run into clients 'know what they want' or others who will rely on our experience in the diagnostic process to get a solid understanding of the problem. And this can take a number of iterations to get to the issues, evidence that these issues exist, the impact of these issues on the business and the type of solution we can customize. Now nothing could have prepared us for last week, when we ran into a client who was 'surprised' at the suggestion that the issues the sales team was facing could not be dealt with in isolation of how the sales team was been led. 'we don't do the work, our sales people do' was the emphatic conclusion of the sales leaders at the meeting. Implication is 'fix' our people and we will be fine. Specifically, the sales lea...