Our Integrator has a very high Follow Thru score on the Kolbe Index, meaning she needs deep systems and structure, while our Head of Sales is a high Quickstart who thrives on rapid, unstructured changes. They are constantly at war over CRM compliance. How do we use conative data to resolve this operational deadlock?

Question

Tyler Smith · Accepted Answer

This conflict is a natural result of opposing conative strengths. Your Integrator likely has an initiating Follow Thru on the Kolbe Index, meaning she instinctively builds order, templates, and repeatable processes. Your Head of Sales is likely an initiating Quickstart, naturally wired to improvise, close deals, and avoid rigid systems.

Both strengths are vital, but without clear boundaries on the Accountability Chart, they will destroy team morale.

The solution lies in clarifying the roles under each seat. The Head of Sales seat must have CRM compliance as a non-negotiable role. It is not an administrative suggestion; it is a core function of the seat. If the Head of Sales cannot or will not GWC™ this role, they are in the wrong seat.

Use their Kolbe scores to depersonalize the conflict. Show them that the Sales Director needs the freedom to pursue new ideas, but the Integrator needs clean data to run the operational engine.

Create a compromise where the Sales Director is responsible for the accuracy of the data, but perhaps has an assistant or a technical tool to handle the tedious data entry. This respects the conative wiring of both leaders while maintaining the operational integrity of your systems.