When your sales team is stalling.
Many leaders take the predictable actions.
More training.
Tighter scripts.
Harder metrics.
But what actually works is different.
Stop trying to fix weaknesses and amplify strengths instead.
Start with the individual
Have open conversations with each person about what energizes them and where they feel most capable.
Then invest in their growth in those areas.
I’ve seen this transform teams.
What this looks like in practice
Your analytical rep who struggles with small talk?
Let them lead with data-driven insights. They’ll close deals others can’t.
Your relationship builder who hates cold calls?
Put them on warm leads and referrals. Watch their numbers soar.
Your competitive closer who gets bored with nurturing?
Fast-track them to late-stage deals only.
The shift
The shift is simple but powerful.
Before you rearrange territories, map what makes each person thrive.
Ask them who they can partner with to leverage their strengths.
Be open to exploring new strategies.
You’ll stop forcing square pegs into round holes.
Your team will sell more because they’re finally working with their wiring, not against it.
Reflection
What’s one strength on your team that’s being underutilized right now?
If you’re feeling off your game or your leadership edge isn’t where you want it to be, the next step is at the top of the page.
