Leadership effectiveness is based on the leaders ability to build a context of trust where people, teams, and organizations are highly motivated, change ready, collaborating as a team, and executing at high levels.

Creating an organizational climate where people can excel requires balancing organizational and individual needs, strategy and operations.

Most leaders have a deep well of data, information and insights related to operating and performance KPI’s. These metrics are easily captured through system reporting.

For revenue leaders, as an example, CRM reporting can fill pages of management dashboards: Leads by Source, Net Leads Versus Qualified Leads, Leads Attached to Pipeline (Opportunities), Conversion Rate, Lead Engagement. Forecast by Rep, Forecast by Team, Forecast by Stage, Forecast by Territory, Closed-Won Opportunities by Revenue, Won Opportunities, Number of Demos, etc…..

But understanding the drivers of behavior that live beneath the surface of these numbers may be the most significant and powerful part of delivering sustainable, market-leading growth.

This concept is represented well in the visual of an iceberg, where 90% of it’s volume and mass is hidden below the surface of the water…..

The Iceberg Visual

Effective leaders quantify the people-side of performance and consistently create sight into the areas that are either assisting with or interfering with growth.