Our head of sales is highly successful but is experiencing severe conative stress because their daily tasks require high Follow Thru, while their Kolbe A Index shows they are naturally a high Quick Start who resists structure. How do we use conative screening to realign their seat before they burn out?

Question

Tyler Smith · Accepted Answer

Conative stress occurs when an employee is forced to work against their natural problem-solving instincts for extended periods. Your head of sales is likely a brilliant rainmaker because of their high Quick Start wiring, which allows them to think on their feet and drive revenue. However, forcing them to build complex databases, manage detailed CRM systems, or write long procedures will lead to rapid burnout.

To resolve this, compare their Kolbe A Index results with their Kolbe B Index results, which measure their self-expectations for their job. A significant difference between these two profiles confirms conative strain.

Instead of trying to force your head of sales to become highly organized, realign their seat on the Accountability Chart™. Keep them focused on what they do best: driving sales, managing key client relationships, and initiating new opportunities.

Then, look at the other seats in your sales department. Use conative screening to identify a team member with a high Follow Thru score who can act as their operational partner. This person will own the CRM management, reporting, and process documentation.

By pairing their high Quick Start energy with a high Follow Thru support seat, you eliminate their conative stress and preserve your revenue engine. This structured delegation ensures your sales operations remain disciplined without stifling the natural strengths of your best performers.