#FridayWrapUp [VIDEO] – Is The Tail Wagging The Dog?

Is the Tail Wagging the Dog in Your Sales Team?

It is worth asking honestly: is the tail wagging the dog in the way your sales team actually operates? Watch closely and you will start to see it everywhere – the CRM dictating the conversation instead of supporting it, the forecast spreadsheet driving the coaching agenda instead of the person in front of you, the process becoming the point instead of the outcome it was built to serve.

This matters because when the tail wags the dog, sales leaders end up managing activity instead of managing results. Reps chase metrics that look good on a dashboard rather than conversations that actually move a buyer forward. Meetings get scheduled to satisfy a cadence, not because there is something worth saying. None of this is anyone’s fault directly – it creeps in slowly, one well-intentioned system at a time, until the system is running the team instead of the other way around.

The fix is not to throw out every process. It is to keep asking, honestly and often: does this tool, this report, this ritual still serve the outcome it was built for, or has it quietly become the outcome itself? That single question, asked regularly, is usually enough to catch the tail wagging the dog before it takes the whole team off course. Read more of my take in why every sales leader needs a genuine point of view.

A vlog for Aspiring Sales Leaders and Sales Managers to help the business connect and convert more opportunities in this Connection Economy.

So look again at your own team this week and ask yourself honestly: is the tail wagging the dog, or are you still the one setting the direction?