They Built the Dashboard for the Managers. Not Yet for the Salespeople
Last week I was running a workshop.
A team was presenting their new commercial dashboard. Clean. Well built. Months of work, visibly.
Left side: activity metrics. Visits, client types, opportunities created.
Right side: results. Bookings, revenue.
I asked a first question.
Fast, precise answer: “Yes, that’s possible. It’s about behavior. We cover that in another workshop.”
A team that knows where it’s going.
Then I asked the second question.
Silence.
Not an uncomfortable silence. The silence of serious people who refuse to answer quickly a question that deserves better than that.
Someone finally said: “Actually, we haven’t really worked on that question yet.”
That is exactly the right thing to say.
It is not a confession of weakness. It is the sign of a team capable of stopping at the right moment, looking at their own work honestly, and naming what is still missing.
Most teams don’t do that. They deliver, they move on, and they discover the problem six months later in the field.
What they had built was solid. Well designed for whoever pilots from above. The next step: go down to the level of the person sitting in front of a client on Tuesday morning at 9am. What does this tool change for them, concretely, that day?
Not a design flaw. A question asked too late, or not early enough. The gap between what the organization builds and what the salesperson can actually do with it in daily practice. When you go down to that level, transformation becomes real.
At the end of the workshop, one of them said: “We’re going to revisit some things.”
That was not a surrender. That was a decision.
Structural Distance is one of three distances at the core of the Selling@Zero Distance methodology. To go further: ➜ Read the full article on Structural Distance
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