Episode 11: Underperformance - How to have the hard conversation

Most leaders avoid at least one performance conversation they know they need to have. In this episode, James Denny explains why those conversations get delayed, what it really costs the business, and how to handle underperformance with clarity and structure.James walks through the five reasons managers avoid difficult conversations, how to diagnose performance using the skill and will matrix, and why standards slip when leaders rely on hope instead of evidence. He also explains how to use the SBIA model to run a clear, factual conversation and how to build a performance plan that gives people a fair chance to improve.If you want a sales function that performs without chaos, this episode gives you a practical way to lead with confidence.A free companion playbook is available in the comments. No email. No phone number. No data capture. Just a resource to help you put the ideas into practice.