No Image Available


Read more from TrainingZone

googletag.cmd.push(function() { googletag.display(‘div-gpt-ad-1705321608055-0’); });

There’s no ‘I’ in team


Sir ASelf-fulfilling prophecies, lack lustre selling and bad attitudes punctuated this week's luxury car challenge but leadership expert, John Fay, thinks it was Michael's flagging spirits and lack of leadership that saw Renaissance left on the scrapheap.

Week 10 presented the most challenging task to date with Sir Alan presenting the recruits with some of the world's top super cars to rent out, either by the hour or by the day, to the people of London.

Michael was chosen by Sir Alan to head up Renaissance, while Lee was appointed team leader for Alpha. Each team had to pick two cars, with prices ranging from £600 per day for the Ferrari to nearly £3,000 per day for the Zonda.

Despite being given yet another chance to prove himself, Michael approached the task in a half-hearted manner, bemoaning the fact he knew nothing about cars and didn't care for them. As he yawned and tutted his way through the task, the rest of his team, Helene and Claire, got straight to work selling time in the Spyker.

Team Alpha's males were raring to go as both Lee and Alex were confident they could sell time in the high-risk, high-end choice of the Zonda. The pair were so determined that Lucinda was cast aside and left on her own to sell the Aston Martin, despite protesting, yet again, she wasn't a natural salesperson.

Lucinda didn't help herself though and I think she set out to make a point to the rest of the team by failing to make any real effort to sell time in the Aston Martin. Her failure to make a decision about whether or not to sell raffle tickets frustrated team leader, Lee, who quickly tired of her and wrote her off as a disaster.

Working on his own, Michael took a lackadaisical approach to the location of his sales pitch, choosing a quiet street in Knightsbridge before pitching a spot in Portobello's fruit and vegetable market. He then announced nonchalantly that the area "wasn't wealthy enough" but didn't try anywhere else. Suddenly his declaration to be a natural born salesman was looking a bit limp.

On the other side of London, Claire and Helene set up in a busy business district with Claire on the hard sell while Helene preferred the softly, softly approach which had so far won her zero sales. Claire's direct and fast selling meant that although she was getting people to sign on the dotted line, they were rushed to the point where they were buying hours rather than days. Had Claire spent more time with each prospective buyer and used her team-mate Helene's skills of sensitive selling, they could definitely have shifted more car time.

At 5.30pm, Sir Alan arranged for the teams to make their way to Canary Wharf where marquees had been set up for them to sell to the City's wealthiest business people. Lee and Alex went on the offensive in order to shift time in the Zonda which resulted in two days' rental, while Lucinda hung back deciding to "shadow" Lee to pick up tips on his sales approach. A bit of training on selling is fine but in week 10 when the teams have had to use sales skills every week, Lucinda's dumb approach was tiresome and to me, seemed like a calculated defence as to why she failed to sell anything throughout the day.

Also, it would have been beneficial for Lucinda to actually learn the names of the cars when attempting to sell.

In the boardroom it was revealed that Renaissance made £2,114 where as Alpha brought in a whopping £11,815. Michael had even lost his drive to fight for his place in the competition and gave a shrug to Sir Alan that he's young and makes mistakes. Yes, Michael you certainly do.

Lee's team did well but I think he struck it lucky choosing the Zonda. His impatience with Lucinda and lack of faith in her selling ability meant she was pushed away to work on her own, which resulted in this self-fulfilling prophecy.

Team Renaissance failed because Michael had no interest in the task and didn't push the rest of his team. A good team leader needs to win respect and support from the rest of the team and Michael had no interest in doing this. Claire did as she could and should be commended for having to deal with Michael and the dead-weight that was Helene.

I think it was always Sir Alan's intention to fire Michael but he still made Helene nervous by questioning whether she could offer anything to the business. Sir Alan pushed her to fight and she did with surprising passion and conviction.

Sir Alan liked Michael and he looked genuinely sorry to fire him but it was clear Michael's enthusiasm for the competition had died and as a result he waved his final goodbye to the show.

Leadership expert John Fay was awarded an MBE for his work teaching leadership, confidence and citizenship skills to young people during a 10-year period. He is the founder of SFL, a change management, leadership and development company. For more information visit


Get the latest from TrainingZone.

Elevate your L&D expertise by subscribing to TrainingZone’s newsletter! Get curated insights, premium reports, and event updates from industry leaders.

Thank you!