HOW TO BUILD A CHAMPIONSHIP TEAM

WHAT'S THE DIFFERENCE BETWEEN A DYSFUNCTIONAL TEAM, AND A

CHAMPIONSHIP TEAM?

DYSFUNCTIONAL TEAM

1ST :THE FIVE DYSFUNCTIONS OF A TEAM

1.TRUST?2.CONFLICT?3.COMMITMENT?4.ACCOUNTABILITY?5.RESULTS?

1.TEAMS THAT LACK TRUST

• CONCEAL THEIR WEAKNESSES AND MISTAKES FROM ONE ANOTHER!

• HESITATE TO ASK FOR HELP OR PROVIDE CONSTRUCTIVE FEEDBACK!

• FAIL TO RECOGNIZE AND TAP INTO TEAMMATE’S SKILLS AND EXPERIENCES!

2.TEAMS THAT FEAR CONFLICT

• HAVE GATHERINGS OF NO SIGNIFICANCE!

• HAVE ARTIFICIAL HARMONY!

• ARE NOT TRUTHFUL ABOUT THEIR FEELINGS!

• DON’T CHALLENGE EACH OTHER

3.TEAMS THAT FAIL TO COMMIT

• DO NOT CLARIFY GOALS!• HAVE NOT BOUGHT INTO THE VISION OF THE

LEADER!• ENGAGE IN EXCESSIVE ANALYSIS AND

UNNECESSARY DELAYS!• REVISIT DISCUSSIONS OVER, AND OVER… • DO NOT CONTRIBUTE TO A WINNING

ENVIRONMENT!

4.TEAMS THAT AVOID ACCOUNTABILITY

• DO NOT HAVE A SENSE OF URGENCY!• GIVE EXCUSES!• DO NOT SET ‘REAL’ GOALS!• ARE NOT GOAL HITTERS!• WILL NOT MAKE PUBLIC STATEMENTS!• WILL NOT COMMUNICATE PLAN TO TEAM OR

COACH!

5.TEAMS NOT FOCUSED ON RESULTS

• ARE STAGNATED!• NOT RECRUITING, NOT PROSPECTING, NOT

SETTING 15/8 APPTS BY SUNDAY(PFS) • DO NOT CLOSE BUSINESS!• LOSE ACHIEVEMENT-ORIENTED PLAYERS!• WILL NOT STAY FOCUSED LONG ENOUGH TO

GET THE JOB DONE!

CHAMPIONSHIP TEAMS:TRUST

• ADMIT WEAKNESSES AND MISTAKES!• ACCEPTS QUESTIONS AND INPUT ABOUT

THEMSELVES!• GIVE ONE ANOTHER THE BENEFIT OF THE DOUBT

BEFORE ARRIVING AT NEGATIVE CONCLUSIONS!• OFFER AND ACCEPT APOLOGIES WITHOUT

HESITATION!• LOOK FORWARD TO MEETINGS AND OTHER

OPPORTUNITIES TO WORK WITH THE TEAM!

2.CHAMPIONSHIP TEAMS TACKLES CONFLICT

• HAVE LIVELY INTERESTING MEETINGS!• SOLVE REAL ISSUES QUICKLY!• PUT CRITICAL TOPICS ON THE TABLE!• VOICE HOW THEY REALLY FEEL HONESTLY!• ENGAGE IN HEALTHY COMPETITION!• ACCEPT DEFEAT WITHOUT ANIMOSITY!• FAIL FORWARD!

3.CHAMPIONSHIP TEAMS COMMIT• CREATE CLARITY ABOUT THE PLAN AND

GOALS!

• PERFORM UNDER PRESSURE!

• UNDERSTAND THAT THERE IS MORE THAN ONE WAY TO WIN!

• GET THE JOB DONE!

4.CHAMPIONSHIP TEAMS ARE ACCOUNTABLE

• ENSURE THAT NON-PRODUCERS IMPROVE!• HOLD LEADERS TO HIGH STANDARDS!• SET A LEVEL OF EXPECTANCY FOR

TEAMMATES TO ACHIEVE!• KEEP GOALS IN FRONT OF TEAM SO THAT NO

ONE CAN EASILY IGNORE THEM!

5.PFS CHAMPIONSHIP TEAMS SIMPLY GET RESULTS

• PERSONALLY RECRUIT - DOUBLE DIGIT TEAMS!

• CLOSE BUSINESS & MAKE MONEY!• PROSPECT EVERY WHERE THEY GO!• SET APPOINTMENTS DAILY!• PROMOTE DISTRICT LEADERS!• WIN COMPANY CONTESTS & TRIPS!• AVOID DISTRACTIONS!• COLLAPSE TIME FRAMES NOT CUT CORNERS!