In 2023, I joined one of India’s leading breakfast cereal companies. After completing my training, I was entrusted with one of the largest rural territories in the East. Like any new sales professional, my priority was understanding my team. The territory was performing reasonably well, except for one consistent challenge—one of my BDO’s (Business development officer)

He had a reputation. Unfortunately, not the good kind. His underperformance was almost considered his personal brand. Throughout 2024, his numbers repeatedly pulled down overall performance. Initially, I approached this as a territory issue—more joint visits, tighter reviews, sharper tracking. But results didn’t change. That’s when I realized the real issue wasn’t the market; it was mindset.

We did multiple joint market visits, but progress remained limited. Then came an unexpected turning point—on a hot afternoon while returning from upcountry market. Unable to find a restaurant anywhere, the BDO hesitantly invited me to lunch at his home. With no better option (and very low blood sugar), I agreed.

What followed was not just a meal, but a moment of leadership clarity. During that lunch, I shifted the feedback approach from performance metrics to behavioural alignment, accountability, and ownership. He reflected on the discussion and committed to re-engaging with his role with renewed perspective and responsibility.

That family lunch became an unexpected enabler. In 2025, He has been consistently performing, proving that sometimes leadership isn’t about dashboards—it’s about human connection.

Who knew performance could improve over homemade lunch?