Case Studies

Case 6: Turning Around Low-Performing Leaders #2

The CEO of a fast-growing technology company, having hired what was believed to be a very strong sales manager six months before, found the employee’s performance rapidly declining.

Discouraged with the employee’s performance and doubting his own hiring ability, the CEO requested that the Hallmarks of Excellence^® in Leadership be administered and that the results be mapped to a benchmark of competencies and attributes of proven performance in this sales management area.

Analysis of the Hallmarks^® results revealed challenges the sales manager faced managing multiple projects, making timely and effective decisions, and displaying a high-quality focus towards customers. Targeted training and stronger management practices by the CEO eliminated the performance problems.