Do you believe your employees, when they tell you they are going to miss their number because the customer has slashed budgets? Do you believe them when they exceed quota because they beat out the existing provider because they screwed up not because your product was better? Do you believe them when they tell you they are losing market share due to new competitors entering the market? Do you believe them when they say they are going to exceed plan? Do you believe them when they say the customer is unhappy. Do you believe your employees when they tell you what is happening in the field?

You should AND you shouldn’t.

Employees are on the front line. They are talking to the customer. They are sitting next to the competitors. They are in the battle.

Like most soldiers, they will exaggerate what they see. Employees will also be extremely accurate. They know what is going on and should be seen as scouts or as an early warning system.

Getting reality from employees is the leaders job. Leaders need to dig. They need to push for more information, look for evidence, and challenge assumptions.

If your employees are telling you your losing market share you need listen. If they are telling you everything is great, you need to listen.

It’s not what employees are saying. It’s what YOU get from what they are saying and the best leaders get to the truth.

Do you believe your employees? You should AND you shouldn’t.