Heather Monahan

My client called me in tears this morning. 😳

Her top sales manager is struggling with personal issues. Revenue is tanking. She didn't know what to do.

I asked her one question:

"What do you expect from her, and when did you last inspect it?"

Silence.

Here's what I know from leading sales teams for 20 years: ☝️

Sales problems don't happen overnight.

They're the result of activity that dropped 30, 60, 90 days ago.

By the time revenue dips, the damage is already done.

So I walked her through the checklist:

Are expectations clearly communicated in writing?
Is compensation tied to goal achievement?
Does she have the tools she needs to win?
What are the roadblocks nobody's talking about?
Are the personal issues serious enough for a leave of absence?
Who covers when she's out?
What does the pipeline actually look like?

The real issue? No safety nets. 🔥

No activity tracking.
No weekly check-ins.
No honest conversations until the crisis hit.

A winning sales culture doesn't wait for problems to explode. 💯

It tracks wins and celebrates them.
It catches dips before they become disasters.
It tackles challenges as a team, not in panic mode.

What we expect, we must inspect. 🙏

If you're leading a sales team, ask yourself:

Do you have visibility into daily activity?
Or are you waiting for the revenue report to tell you what went wrong?

What safety nets do you have in place? 👇

Need a hand building a winning sales culture? I got you!