There’s a truth every leader comes to understand: A company’s success depends on its people. This isn’t just about hiring talented individuals—it’s about aligning those talents with the roles and responsibilities that will drive your business forward. If your revenue growth has stalled or your organization struggles to evolve, it might not be about your strategy or product—it could be about your people.
This post will explore what it means to have the “right people in the right seats,” why this concept is critical for B2B companies, and how you can assess and realign your team to unlock your organization’s full potential.
Finding the Perfect Fit: People, Roles, and Performance
What does it mean to have the right people in the right seats? The “right people” are those who align with your company’s core values, vision, and culture. They’re the individuals who make decisions, act, and perform in ways that reflect the essence of your organization.
The “right seats” refers to roles that align with an individual’s strengths, skills, and capabilities. Even the most talented professional can falter if placed in a role that doesn’t suit their expertise or temperament.
Consider this: According to a 2022 study by Gartner, 60% of employees say they are in roles that underutilize their talents. Misalignment like this frustrates employees and leads to lower productivity and engagement, directly impacting your bottom line.
When the Puzzle Pieces Don’t Fit
Imagine trying to complete a puzzle where some pieces are forced into the wrong spots. The result? Frustration, inefficiency, and a picture that doesn’t quite come together. This is exactly what happens in an organization when people aren’t in the roles that align with their strengths. It doesn’t just slow progress—it impacts every aspect of your business, creating a ripple effect that can stall growth and erode team morale. The impact is real and can fall into several areas, such as:
1. Decreased Productivity
McKinsey research highlights that companies with well-aligned teams are 25% more productive than their peers. Conversely, poor alignment can lead to duplicated efforts, missed opportunities, and inefficiencies that weigh down performance.
2. Low Employee Engagement
Gallup consistently reports that only about 32% of U.S. employees are engaged in their work. A significant driver of disengagement is being in a role that doesn’t match one’s skills or passions.
3. High Turnover Rates
The Society for Human Resource Management (SHRM) estimates that replacing an employee costs between 50% and 200% of their annual salary. Misaligned roles often lead to dissatisfaction and turnover, disrupting team dynamics and draining resources.
4. Growth Gridlock
A misaligned sales team, for example, can struggle to hit targets due to unclear roles, ineffective communication, or a lack of motivation. HubSpot data shows that aligned sales and marketing teams achieve 208% more revenue than misaligned teams.
Signs That You May Be Off Track
As a leader, one of your biggest challenges is identifying whether your team is propelling your business forward or holding it back. Here are some clear indicators that you might have a people problem—or a role mismatch—lurking beneath the surface:
- Frequent Bottlenecks: Certain departments or teams consistently miss deadlines or need help to keep up with demand.
- Conflict or Miscommunication: A lack of clarity in roles can lead to tension and misunderstandings across teams.
- Stalled Growth: Your organization has hit a plateau despite your best efforts to innovate or expand.
- Underperformance: Team members aren’t meeting their goals, but the issue doesn’t seem to stem from effort or lack of resources.
- High Employee Turnover: Talented individuals leave because they feel undervalued, underutilized, or misaligned with their roles.
Why Getting It Right Matters Now More Than Ever
The way we work has transformed, with employees craving more purpose and connection in their roles. For B2B companies, this shift has raised the stakes, making it critical to ensure your team is positioned for success.
According to a 2023 Accenture study, 64% of employees said they would consider leaving their jobs if their skills were not fully utilized. Additionally, Salesforce research found that 86% of CEOs believe workplace misalignment significantly hinders their company’s ability to innovate and scale.
Alignment isn’t just a “nice to have”—it’s a competitive advantage. Organizations that focus on putting the right people in the right seats see improvements in employee satisfaction, productivity, and customer retention.
Getting the Best Out of Your Team
Creating a thriving organization means making sure every team member is set up for success. Here’s how to ensure your people are in roles where they can truly shine:
1. Clarify Your Vision and Values
Before assessing your team, revisit your company’s mission, vision, and values. Are they clearly defined and communicated? The right people will naturally align with these principles.
2. Conduct a Role Audit
Review every position in your organization. Does each role have a clear purpose, responsibilities, and measurable outcomes? If not, redefine them.
3. Assess Your Team
Evaluate individuals based on 5 criteria:
- Do they align with the company’s core values?
- Are they currently excelling in their role?
- Do they clearly understand their role and importance in the broader company goals?
- Do they truly want the role they have?
- Do they have the capacity (skills, intelligence, ability) to excel in their role?
Use performance reviews, one-on-one meetings, and feedback tools to gather insights.
4. Reallocate or Upskill
Consider whether the individual could thrive in a different role if you identify a mismatch. Alternatively, invest in training to close skill gaps. According to the Harvard Business Review, companies emphasizing employee development see 58% higher employee retention and 41% higher productivity.
5. Recruit with Precision
When hiring, prioritize cultural fit and potential over immediate skillset. Candidates who resonate with your company’s values are more likely to adapt and excel.
6. Embrace Tough Decisions
Sometimes, the best way for your organization to evolve is to part ways with individuals who are not a fit. While difficult, these decisions free up resources and create opportunities for better alignment.
Leadership Sets the Tone
Great teams start with great leaders. Your actions and decisions shape your organization’s culture, structure, and momentum. When you lead with clarity and purpose, it creates a ripple effect throughout your team. To set the stage for success, leaders should:
- Model core values in their actions and decisions.
- Regularly communicate the company’s vision and expectations.
- Acknowledge and praise those who demonstrate your core values in their work.
- Foster an environment of trust and transparency where team members feel empowered to provide feedback.
The Big Payoff: A Thriving Organization
Picture an organization where every team member is skilled and perfectly positioned to leverage their strengths. This isn’t a dream scenario—it’s what happens when your people are in the roles that allow them to shine. The impact is undeniable: productivity soars, morale strengthens, and growth becomes inevitable. When your team clicks into place, your organization doesn’t just function—it thrives:
- Higher Revenue Growth: Aligned teams are more agile, productive, and innovative.
- Stronger Employee Morale: People who feel valued and fulfilled in their roles contribute more and stay longer.
- Improved Customer Satisfaction: When employees perform at their best, customers notice the difference.
In the words of Peter Drucker, “Culture eats strategy for breakfast.” Alignment isn’t just a matter of operational efficiency—it’s the foundation for sustainable growth and success.
Your Next Steps
Take a moment to reflect on your team. Are the right people in the right seats? If not, you’re not alone—this challenge is common. The good news? With intentionality and effort, you can realign your organization for success.
Start with small changes: clarify roles, revisit your vision, and commit to ongoing evaluation. Over time, these efforts will create an organization where everyone is empowered to excel in their role—and drive your business forward.
Remember, the most valuable investment you can make is in your people. With the right alignment, your team’s potential is unlimited.
TeamRevenue, empowers businesses to drive sustainable growth. We provide our clients with the revenue enablement experts, best practices, and an accountability framework to optimize revenue teams, systems, and processes to drive results. We’ve worked with hundreds of B2B companies worldwide, breaking the cycle of underperformance. Helping them grow faster, communicate better and bring new energy to their organizations.
