Your team cannot achieve more than what the individual players have the capability and capacity to achieve (i.e. their collective potential). Too many sales teams throw “Hail Marys” and try to get their players to run after and catch the pass. Without assessing the collective potential of the players the monthly sales effort can, and often is, an exercise in futility, if not insanity.

It is more effective to assess the true potential of each individual compared to their current performance and then work with the individuals to achieve their potential. One way to do this is to undertake the Potential-Performance Exercise (see video below which explains how to do so).

The collective potential of the players determines the team’s sustainable capability and capacity. If the collective potential is less than the desired goal it is time to expand the team.

Herb Mast is a Leadership Coach and Employee Engagement Specialist. Learn how he can assist you in implementing the principles and concepts presented here.