Dr. Noah St John explains how to diagnose why employees underperform: they either lack knowledge or face an invisible brake blocking execution. When a salesperson had her brake removed, she closed three major deals in 90 days, surpassing her entire previous year.
So here's what I want you to do. Before your next one-on-one with someone who's underperforming or who's flat, ask the question, do you know what to do, or are you unsure what the next step is? If they say they're unsure, you just train them. But if they say they know exactly what to do but can't make themselves execute, you start looking deeper. For the invisible brake. And that's where I come in, because the process for finding and releasing the invisible brake is precise. It's not motivational. It's not therapy. It's diagnostic and systematic. We find the specific constraint. We trace where and when it was installed, and then we systematically release it. For example, the salesperson who I mentioned earlier, who was flat after her big year, Within 90 days after I released her Invisible Break, she closed 3 deals worth more than her entire previous year.
