I’ve heard versions of this from several clients and prospects recently.
I think it says something important about fractional leadership.
Sometimes the problem isn't a lack of knowledge.
The business already knows what needs to happen, but bringing in an experienced external sales leader can make the situation:
- More real
- More valuable
- More legitimate
- More deliberate
It creates accountability.
It gives the team someone independent to challenge the status quo.
It turns “We should probably do something about this…”
into:
“This is important. This is what we are going to do. And this is how we are going to measure it.”
That is often where the real change starts. Sometimes you don't need another consultant.
You need someone who can make the situation real.
YouTube https://www.youtube.com/@Steve-Victor
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