I used to work with a business man who was as good at coaching as he was at growing a multi-million pound business.

“I really pity the man that doesn’t know he doesn’t know.” He said to me one day, almost 20 years ago. It took a while to land but he was talking about that thing everyone is afflicted with – a blind spot.

The phrase ‘blind spot’ comes from the Johari Window, a psychological model developed in 1955 by Joseph Luft and Harrington Ingham — the name “Johari,” comes from a blend of their first names.

It was originally created as a framework for understanding and improving interpersonal communication, particularly within group dynamics and team settings.

As a coach, a manager to as a sales person intent on improving, it's important to spend some time looking for that which is harder to see - or those characteristics that you have been spending a lifetime trying to avoid

It's hard to fix what you cannot see

Helping ambitious SMEs and sales leaders unlock performance through strategic coaching, sales training, and practical growth advice rooted in 20 years of real-world experience.

I’m Paul McAnallen, founder of Shift Control, a consultancy that works with SMEs, sales leaders, and founders across Ireland to improve sales performance and leadership effectiveness.

Over the last 20 years, I’ve helped hundreds of businesses accelerate sales through strategy, coaching, and leadership development. From creating go-to-market strategies to developing SDR teams and mentoring senior sales professionals, I bring a no-nonsense, high-impact approach to driving commercial growth.

With deep cross-industry experience and a commitment to clarity and action, I work as a trusted growth partner — not just a trainer — helping businesses turn potential into performance.

It's hard to fix what you cannot see

The Shift Control Podcast