No, performance is not what it’s all about. In fact, it’s possible to put too much emphasis on performance…and as a result undermine your business objectives. That’s right, I said “undermine”. Now, before you decide that I’m some sort of heretic…or just came unhinged, hear me out. You may find that you agree with me.
If someone is in a position of authority and nothing is changing, then all they’re really doing is command and control. That may be management but it’s not really leadership.
Even after years of breaking down silos and decentralizing decision-making, most organizations still cling to the organizational chart. It’s perhaps flatter but it’s still there. So maybe we still need it. If that’s true, let me humbly suggest that at the very least it’s time to turn it upside down.
Here’s an interesting question: If your company is really responding to customer needs and not merely pushing product, what has changed upstream from your sales force to enable that to happen? If you’re not making substantive changes in your products or services, can you honestly say that you’re responding to your customers?