Most people respond to underperformance the same way: add more. More time, more energy, more changes. It rarely works, because the missing piece usually isn’t more hard effort. It’s more smart effort, and more consistent effort. Nobody stopped to diagnose which one was actually missing before piling on more of the wrong one.
I’ve run this diagnosis for twenty years. First with athletes at Team All-American, then with business owners through Winsignia. Every new athlete and every new business owner who comes to me for help shows the same pattern underneath, which is exactly why the fix hasn’t changed either. Here’s how to actually run it.
Ask “Why Aren’t We Winning More?” — Just Ask It the Right Way
When performance stalls, the instinct is to ask a vague question: why isn’t this working? That question doesn’t generate the best answer, because it’s too broad to point at anything specific.
The better question is: which of three things is actually missing?In my EFFORT Framework, every performance problem — an athlete’s plateau, a stalled sales quarter, a business that’s flatlined — traces back to a gap in one of its three pillars: Hard, Smart, or Consistent.
Diagnose which one, and you know exactly which one to fix. Skip the diagnosis, and you’ll fix the wrong thing, which is worse than fixing nothing. It burns time, energy, and morale on a problem that was never real.
Step One: Check for a Hard Problem
Ask honestly: is the effort here actually difficult, or does it just feel like a lot of activity?
There’s a specific tell. A Hard problem shows up as busyness without discomfort. The person or team is doing plenty of time-consuming things but avoiding the specific thing that’s uncomfortable: the direct sales ask, the technical fix that takes real focus, the training block that hurts. If the schedule is full but nothing hard is actually happening, that’s your answer.
Fix: Name the specific uncomfortable task being avoided, and make it the first thing on the list, not the thing squeezed in if there’s time left.
Step Two: Check for a Smart Problem
Ask: is the hard work actually pointed at the right target? Better yet, the bullseye.
This is the harder gap to see from the inside, because it doesn’t look like a problem. It looks like effort. A Smart problem shows up as real, sustained work that still isn’t producing results, because it’s aimed at the wrong lever. An athlete grinding out miles with no purpose behind them. A business owner working every day on a marketing channel that was never going to reach their actual customer.
Fix: Before adding more time, verify the target. Ask what specific outcome this work is supposed to produce, and whether the activity is actually connected to that outcome or just adjacent to it.
Step Three: Check for a Consistency Problem
Ask: is this happening every time, or just when it’s convenient?
This is the one people underestimate the most, because a single hard, smart week feels like proof the plan is working. But performance — physical or business — compounds off pattern, not peaks. Two strong weeks followed by two weak ones don’t average out to progress. They usually net out to less than doing nothing at a steady pace would have.
Fix: Look at the last month, not the last week. If the hard, smart work only shows up in bursts, consistency is the actual bottleneck, and no amount of strategy will fix it until the pattern does.
Why Most People Get the Diagnosis Wrong
The reason this diagnosis is hard to run on yourself is that all three gaps can look like the same symptom from the inside — stuck, frustrated, working hard and not seeing results. The instinct in that state is almost always to add more effort in whatever direction you’re already facing, which only helps if that direction happens to be the actual gap. Most of the time, it isn’t, which is why “just work harder” fixes so little.
This is also exactly what I run in a room when I speak — the diagnostic itself, live, with real examples from coaching athletes and growing Winsignia clients, so a team walks out with a way to run this on themselves afterward, not just a story about how I ran it once.
Run This on Your Team Before Your Next Push
If you’re planning a sales kickoff, a training cycle, or any kind of performance reset, running this diagnosis first — before setting new goals — changes what the goals should even be. A team missing “hard” needs a different plan than a team missing “consistent,” and most goal-setting sessions skip the diagnosis entirely and jump straight to the target.
This is the same framework behind my work as a high-performance keynote speaker — built from two decades of coaching, and the core of what I bring to a stage or a working session with a team that’s ready to actually find the gap instead of guessing at it.
Scott H. Fishman is the author of Effort. Scott earned a Bachelor of Education from the University of Miami and later studied Sports Psychology in grad school at the United States Sports Academy. Coach Scott Fishman has earned the top training certifications including CSCS from National Strength and Conditioning Association (NSCA) as well as certification from USA Track and Field (USATF), USA Weightlifting (USAW), USA Basketball (USAB), National Council on Strength and Fitness (NCSF), and more. With 20 years of experience designing high-performance systems for professional athletes, teams and organizations, Scott Fishman is now a keynote speaker. Scott founded Team All-American, AllWorldU, and is the Chairperson of the Board at United Sports Association (U.S.A.). As an athlete, Scott played professional basketball for the Virginia Wolverines (EBA) and North Jersey Pros (EBA). He’s also a marathon runner. Scott is from New York originally and currently resides in the Greater Tampa Bay Area. Scott is the Executive Director of the St. Pete Marathon and the Director of Growth at Winsignia.