Our Integrator has a high Follow Thru conative style and wants highly structured, detailed data inputs, but our sales leader has a high Quick Start and resists updating the scorecard. How do we resolve this conative friction to keep our data flowing?

Question

Tyler Smith · Accepted Answer

Conative friction on a leadership team is common when you have an Integrator with a high Follow Thru score on the Kolbe Index working with a sales leader who has a high Quick Start score. The Integrator naturally seeks highly structured, systemic, and consistent data inputs, while the Quick Start leader resists administrative routines and prefers to focus on immediate action and innovation.

To resolve this tension, you must separate the accountability of owning the scorecard outcome from the administrative task of compiling the data. The sales leader must own the metric itself and be fully accountable for whether it is red or green during the Level 10 Meeting. However, they do not have to be the person who manually extracts the data and types it into the spreadsheet.

Allow the sales leader to delegate the data gathering to a support seat with a high Follow Thru score, such as a sales coordinator or executive assistant. This leverages everyone's natural conative strengths.

The sales leader remains fully responsible for explaining the results and driving the strategy to hit the target. By aligning your data tracking with your team's natural problem-solving instincts, you maintain data consistency without crushing the entrepreneurial energy of your high Quick Start leaders.