CEOs: Why Pushing for 120% Effort Often Results in 20% Output

Many CEOs push their VP Sales hard, expecting 120% effort but end up getting a fraction of that—often only 20%.

What’s going wrong? It’s not about the effort; it’s the management style.

A study by Gallup found that only 22% of employees strongly agree that their leadership sets clear direction. Without clarity, even top performers can feel lost, resulting in reduced productivity and engagement. Aggressive management styles—demanding more without aligning on strategy—often lead to burnout, low morale, and poor results. Instead of pushing harder, CEOs need to shift their approach.

Research from the Harvard Business Review shows that organizations with strong leadership alignment see 36% more revenue growth. Shifting to a more supportive and structured management style will result in better alignment, improved team performance, and sustainable growth over the next 6 to 12 months. Your sales pipeline will stabilize, and your VP Sales will be empowered to lead rather than struggle.

Many CEOs are confident they’re providing direction and alignment—but when was the last time you really paused to assess? It’s worth asking yourself: Am I truly getting the results I’m aiming for? If the answer isn’t a clear ‘yes,’ it might be time to reevaluate your approach. Sometimes, small adjustments in leadership can create the biggest shifts in performance.

Sure, you might already be aware of this information. But knowing it doesn't necessarily mean you have the tools or skills to take action. So, here are some practical tips to help you out.

Practical Tools for CEOs to Get 120% Performance (Not Just Demand It...)

1. Align on Strategy: Set Clear Priorities

One of the biggest pitfalls is lack of alignment. Instead of expecting your VP of Sales to juggle everything, help them focus on 2-3 key priorities. For example, you might say:

"Our top priority this quarter is landing 3 new enterprise accounts. Let’s make sure your time is dedicated to that." This provides direction, ensures focus, and connects their daily work with larger company goals. You can do it for monthly and weekly focus areas as well, just make sure you do not create conflicts or risk to the key priorities.

REMEMBER: It's not just about what you ask, but how you ask it. If you're finding it tough, try approaching the conversation like you're speaking to a customer, not just a manager...

2. Create a Feedback Loop: Stay Connected, Not Just Demanding

Feedback is critical for success. According to research from Leadership IQ, employees who receive regular feedback are 3.6 times more likely to be engaged at work.

Instead of only demanding results, ask questions that open dialogue, like:

"What challenges are you facing in closing these key accounts? How can I help remove roadblocks?"

Conflict Resolution: When conflicts arise, frame them as opportunities for alignment rather than criticism. Say something like: "I noticed we’re not seeing movement on key accounts. Let’s break down what’s happening, and figure out what we can adjust together." This encourages problem-solving rather than blame-shifting.

REMEMBER: This isn't about slogans or manipulation. Everyone is driven by different motivations—you need to understand what truly drives each person on your team.

3. Recognize Wins: Boost Motivation by Appreciating Effort

Gallup research shows that recognition leads to a 21% increase in productivity.

Instead of only pointing out where targets aren’t met, take time to acknowledge wins, no matter how small. For example:

"Great job securing that meeting with [Company XYZ]! That’s a huge step toward closing our first enterprise deal this quarter." This keeps motivation high and reinforces behaviors you want to see repeated.

Recommendations for VPs of Sales: How to Stay Motivated and Perform Under Pressure

If you’re a VP Sales feeling the pressure, staying motivated can be a challenge. Here’s how you can turn things around:

1. Prioritize Your Tasks: Focus on What Matters

When facing conflicting demands, identify what will drive the biggest impact on revenue. For example, tell your CEO: "I’m focusing on landing these key accounts first. I’ll need more support in [area ABC], but this is where I see the most value." This shows strategic thinking and helps manage upward expectations.

2. Communicate Upwards: Keep Your CEO in the Loop

Research from CEB shows that 47% of sales executives feel misalignment with their CEOs due to poor communication.

Keep your CEO updated regularly, like: "We’re on track with two key accounts, but I’m hitting obstacles with one. Can we discuss how to navigate this?"

3. Stay Focused on Long-Term Goals: Don’t Get Lost in the Weeds

Keep your eye on the bigger picture. For example: "This quarter’s focus is enterprise deals. I’m prioritizing that while maintaining a pipeline for next quarter’s goals." This demonstrates focus and shows your ability to balance short- and long-term objectives.

The Bottom Line

Evolving as a leader means more than just managing—it’s about empowering. By refining your management style, setting clear priorities, fostering open feedback, and celebrating progress, you can elevate your VP Sales to their highest potential. When you track success with the right metrics and address challenges proactively, you create a positive, growth-focused culture that benefits not just your VP, but the entire company. Take action, keep learning, and watch as your leadership drives the team and business to new heights.

You’ve got this. Now go make it happen.