If the rumours are accurate, TD has reportedly made the decision to significantly reduce its New Business team — primarily those operating at field level. In effect, it appears the accountability process was STUBBED at that level.
What is notable, however, is that leadership responsibility for growth through new-logo acquisition does not appear to have been treated with the same level of scrutiny. The individual tasked with delivering that mandate seems to have avoided the cull, despite the outcomes not aligning with the original brief.
Whether this results in a lateral move or progression into another senior role, it raises broader questions around governance and performance accountability. When growth ambitions are not realised, it is reasonable to assess whether the issues sit purely with frontline execution — or whether strategic direction, positioning, and leadership oversight also played a role.
In any organisation, sustainable new-business acquisition underpins stability and long-term success. When that engine stalls, the impact is inevitably felt by those closest to the revenue line. Yet growth challenges are rarely isolated to field execution alone.
If product-market fit was genuinely a barrier, that insight should have been formally escalated and addressed through a structured mitigation plan. Where systemic obstacles remain unresolved, responsibility must extend beyond those executing the sales motion.
In competitive markets where alternatives such as SF or DB may already hold stronger positions, the key question becomes whether the opportunity to win new logos was constrained externally — or whether it was effectively STUBBED internally by gaps in strategy, capability, or vision.
When leadership continuity persists despite repeated growth underperformance, it inevitably prompts reflection on how accountability is applied — and whether standards are consistent across all levels of the organisation. All in all, its evident, those that should hold accountability, despite failure are continuously being rewarded and there lies the problem at TD!