Henning Schwinum and leadership consultant John Lane discuss why teams make or break results. When you hire a fractional sales leader, you need to audit the existing team first. Lane says fractional executives often fail because they inherit misaligned teams and don't fix the underlying composition problems.
Chapters
Welcome. Welcome everybody to this week's webinar. We are very happy to have John Lane with us. Let's kick it off with just a few housekeeping notes. Let's keep your microphones muted while we are in the main section of the webinar. We will have a Q and A towards the end and then you can unmute yourself and ask questions. But you're also welcome to put questions into the chat. I'll monitor that and we'll have those questions be addressed as well. Our topic for today is around teams and how teams are driving or hindering success with a particular focus on the fractional executive. And John Lane is our visitor and our guest. John, why don't you introduce yourself briefly and give us a little bit of background for why this topic is near and dear to your heart and how you got into this topic. You're muted, John. I wasn't sure if I could unmute myself. Hi everybody. How are you? I am John Lane. Nice to meet you. I'm a leadership consultant. You can see that my logo. So it has to be true. And my focus with fractional leaders, especially fractional sales leaders, is working with them to make sure the team they now lead is properly aligned and engaged with the business. This is not a universal truth that I'm going to say, but I think it's pretty close that if a fractional leader is coming into a sales organization, there's challenges that have been identified by somebody who hired you and sometimes those challenges are going to spill into the team. Maybe there was a sales leader before you who was rough on the team and didn't leave it in a good spot. Maybe people you hired a year ago were right at the time and now because of changing environments and whatnot, they're not necessarily the right people. There could be a number of different things. But my belief is that if you don't properly audit and understand the team you now lead, there's a good chance you are making it more difficult for your work to succeed and for you to earn that, that next contract. I don't know if it's universally true again, but I suspect fractional sales leaders tend to get hired for a trial period of some kind and then they show results and then they get another trial period or a longer period or a year long contract or something. So my belief is that if you can better understand what's going on with your team.
