Can you tolerate things getting worse before they get better?

Consider this rare and true example: A sales team of a technology company was struggling to achieve its objectives. Team members worked long hours, including weekends and holidays to meet their numbers, everyone felt overworked and stressed and needless to say “work-life balance” was a big issue. 

The General Manager of that organization, who was a bold, demanding and strategic leader, came out with an edict to transform his team’s predicament: “No one was allowed to work past 8pm on weekdays or at any time on the weekend.” He made it clear that everyone was still expected to deliver their numbers, and that offenders of his new instructions would suffer the consequence. At first, people were shocked. Many were skeptical. However, after firing the first person who violated his new policy people started to take notice.

In the first month, the team missed its numbers by 20%. Everyone expected the General Manager to cancel his “unrealistic” policy, but he didn’t. In the second month, the results were still around 10% below and only in month three did the team hit its numbers for the first time in a long time. What happened following the third month was quite extraordinary. Not only did the team start to consistently meet its number, but it actually often exceeded its numbers. In addition, something changed in the overall atmosphere within the team. The overall energy, commitment, and dialogue of the team shifted to be much more productive and powerful, and more oriented around how to do more with less.

Unfortunately, this example is indeed rare. Most leaders can’t tolerate even the slightest temporary dip in performance. They panic at the first sign of a dip, and they often react in negative ways that set the team back and send a message that they don’t have the courage and faith to stay the course.

This is especially true in publicly traded companies and the common justification for not taking risk is that it would negatively affect the stock performance.

Case in point, the senior leadership team of a technology company that had acquired a couple of companies and whilst in the process of fully integrating and leveraging its new assets it was struggling to achieve its sales results. After the first missed quarter people blamed it on the integration, so they didn’t make significant adjustments to the strategy. However, when their shortfall repeated itself next two quarters people started to get frustrated and discouraged. Some of the senior leaders urged the CEO to adjust the strategy and make bolder changes in order to plant the seeds for breaking out of the negative vicious circle. However, the CEO didn’t feel comfortable rocking the boat, so things continued to chug along. Eventually, the CEO did listen and make some changes, but he lost a lot of time and the goodwill of his people, stakeholders, and investors.

If you are a status quo leader driving a status quo agenda, you don’t have to worry about doing bold things. However, if you want to take on a bold objective or initiative there is a high likelihood that things will get worse before they get better. It’s not a slogan. If you can’t tolerate the rollercoaster ride, don’t get on the train.

But, without this courage, you will keep retreating backward instead of pushing forward to overcome your courage and resilience barrier.

The good news, however, is that if you do stay the course and reach the other side, things will get even better than they were before you started.

Gershon Mader

Founder and President of Quantum Performance Inc., a management consulting firm specializing in generating total alignment and engagement in organizations.

His work has encompassed a broad range of industries including banking, telecommunications, manufacturing, entertainment, real estate, retail, startups and non-profits.