A rep closed the biggest deal in company history. The celebration was real. The room felt empty.
Not tired. Not distracted. Empty. The numbers were right and everything underneath them was off.
That underneath is the whole subject. What a leader carries into the room that nobody asked them to carry. It sets the weather before anyone speaks, and it never shows up on the dashboard.
Fifteen years leading sales teams before I started paying attention to it. Now Field Notes, twice a month, and a book with Dr. Carlos Warter on the same question (Park Street Press, 2027).
The Field Assessment
Eighteen questions. Five minutes. Two parts. What you're carrying into the room. What the room is doing with it.
Take the AssessmentOr read a few Field Notes first: the writing →