IMD Business School, Switzerland – Essay On Failure To Reach An Objective

Please Comment On a Situation Where You Failed To Reach An Objective and What You Learned From It. 

My initial few months with ABC Inc.  (As Solution Manager) brought in a series of exciting, yet, sharp learning curves: (a) Primarily a sales-driven organization, ABC focused intensively new customer acquisitions much in contrast with my earlier employer (b) Responsibility for much higher sales volumes and a larger team (30 personnel) which, in itself, was new to Banking.

With zeal to exceed targets within a month itself, I mobilized my team towards the aggressive goal – only to realize that we would not make it! In addition to planning gaps, I noticed the need for positive re-enforcement in my team.

In succeeding weeks, we (further) researched and pinpointed key customers, re-developed our promotional strategy and ensured greater readiness in product know-how. I lead the team, hands-on, during several client visits – mentoring them towards successful selling. In less than 2 months, we surpassed targets by more than 150%.

The initial drawback taught me to lead through active engagement. I realized that people, when empowered, can contribute not just through deliverable but in a variety of ways – be it team spirit, creative problem solving or an unparalleled work ethic.

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