Team 101SCC

Team 101SCC

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Sales leadership model and Teams

Quantitative resultsQuantitative results

Skillful qualitative actionsSkillful qualitative actions

Foundational principlesFoundational principles

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Foundational Principles: why teams?

“We owned the team together and held each other accountable for results” Gracie Coleman, Lucent Technologies

“Coming together is a beginning. Keeping together is progress. Working together is success” Henry Ford

“A major reason capable people fail to advance is that they don’t work well with their colleagues”Lee Iacocca

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Skilful Qualitative Actions

Personnel Motivation• 1x1s• Skilful enquiry per person• Builds trust, find champions

Leads to Teaming Behaviour• Establish team charter, new

accountability, new goals• Cross train functions

Delivers more customers Team delivers meaningful direct

communication• Improves engagement levels

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Skilful Qualitative Actions: Team Concepts

Stages of a Team•Forming•Storming•Norming•Some will reach: Performing

Tuckman 1965

Key attributes per:•Individuals are self focused •Competing ideas are considered•Risk of ‘groupthink’•Interdependence and results

“3 kinds of teams”, Druckerbaseball, football, tennis doubles

“Team Fitness Areas”, Henrycustomer focusdirectionunderstandingaccountability

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Skilful Qualitative Actions: Methods of Communicating

• Non verbal / Body language– 60-80% of understanding– Posture– Eye contact– Intensity

• Voice• Written• Active Listening• “Seek first to understand, than to be understood”, Covey

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Team Charter

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Team Charter

Customer Care

Vision:

Goals:SMART

How:

Rewards:

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Trust

Results

Skillful

Communications

Focus

Teaming