"Time is the scarcest resource, and unless it is managed nothing else can be managed." - Peter Drucker

Late Decisions Are the Most Expensive Ones Leaders Make

In leadership, we often mistake busyness for responsiveness. We wait for the data to dip or the culture to fray before we pivot. But by then, the price tag has already gone up.

When leaders wait for urgency to dictate their timing, the cost shows up immediately, usually in sales results and team culture.

• Late conversations lead to friction.
• Late investments lead to missed targets.
• Late clarity leads to a team that is busy but never ahead.

By the time many leaders finally take action, the pressure is already on. Even a good decision feels rushed and defensive when you’re already behind the curve.

Reactive Leadership is Survival Mode

Survival mode is expensive. In sales, it sounds like overexplaining value, discounting too early, and chasing a yes instead of earning trust.

This behavior doesn’t start with the salesperson; it begins with leadership timing. Reactive leadership trades clarity for urgency and discipline for speed. Over time, it creates an organization that is always responding and never preparing.

Strong leaders don't wait for a crisis to tell them what matters. They think in seasons. They build capability and model discipline long before the pressure arrives.

The Calendar is Your Leadership Tool

If you want to gauge a leader’s effectiveness, look at their calendar.

• Is there time carved out to develop people before performance slips?
• Are you evaluating buyer shifts before the pipeline dries up?
• Are you deciding on the next season’s strategy while the current one is still fruitful?

When planning is intentional, leadership becomes stabilizing. The team knows what matters and how to act when pressure inevitably shows up.

How Cohesive Leaders P.L.A.N.

To move from reactive survival to proactive success, Cohesive Leaders follow a specific cadence. They protect the future of their sales and organizational culture by choosing to:

• P - Prioritize Development: They coach their team before the slump happens.
• L - Look Ahead: They anticipate buyer shifts months before the pipeline reflects them.
• A - Align Behaviors: They ensure the team's daily actions match long-term goals, not short-term panic.
• N - Navigate with Intent: They make decisions based on where they want to be, not where they are stuck.

By following this rhythm, you ensure that trust is built and value is established long before a deal or a deadline is on the line.

Why February 20th Matters

This commitment to intentionality is why we recognize February 20th as Leadership Day. It marks the anniversary of the launch of Becoming a Cohesive Leader: The POWERup Guide to Grow, Develop, and Advance Your Career.

If you are one of the 59% of employees who do not see a development path at your organization, investing in yourself may be the only option to have the career you want and not the job you have. The book was crafted around a simple concept: experience today, implement tomorrow.

This journey isn’t for the faint of heart. It challenges you to replace negative thoughts with positive ones and choose the attributes that define your character. It is about being ready before the role or the pressure demands it.

A Question Worth Sitting With

If your organization needs stronger, more consistent results six months from now...

What leadership behaviors need to change today before the pipeline ever reflects it?

Leadership doesn’t suddenly appear at crunch time. It’s built in the decisions made weeks and months earlier.