Sales were growing. The team was burning out.
Observed state Revenue was increasing. Deals were being closed consistently. From the outside, the sales organization appeared to be performing well. Internally, a different pattern was present. Managers spent significant time on informal coordination. Complex deals required individual adjustment. Critical steps in the process were handled outside the system. Where the structure did not hold, people compensated. What was functioning The sales team was capable. Deals progressed. Targets were met. Key accounts were managed successfully. The organization was producing results. Where load accumulated The process existed. But it did not absorb the actual work required. Resulting behavior Results continued. But…