“What is the Time Span capability required in my sales people?” Dennis asked.
“Sucker-punch question that will lead you down the wrong path,” I replied.
“Not sure I understand?” Dennis quizzed.
“Define the Level of Work, then ask if your salespeople are effective at that work.
“Not sure I understand the difference. Don’t we get to the same place?” Dennis pressed.
“I don’t think so,” I surmised. “Trying to determine the Time Span capability in a person prompts us to play amateur psychologist.”
Dennis mulled over the thought, so I continued.
“Identifying the Level of Work in the role is the work of a manager. Evaluating the effectiveness of the person we have assigned to this role is the work of a manager. There is no voodoo, no amateur psychology.”