Friday, August 13, 2010

12 C's of Team Building....


Executives, managers and organization staff members universally explore ways to improve business results and profitability. Many view team-based, horizontal, organization structures as the best design for involving all employees in creating business success.

No matter what you call your team-based improvement effort: continuous improvement, total quality, lean manufacturing or self-directed work teams, you are striving to improve results for customers. Few organizations, however, are totally pleased with the results their team improvement efforts produce. If your team improvement efforts are not living up to your expectations, this self-diagnosing checklist may tell you why. Successful team building, that creates effective, focused work teams, requires attention to each of the following.

* Clear Expectations:
Has executive leadership clearly communicated its expectations for the team’s performance and expected outcomes? Do team members understand why the team was created? Is the organization demonstrating constancy of purpose in supporting the team with resources of people, time and money? Does the work of the team receive sufficient emphasis as a priority in terms of the time, discussion, attention and interest directed its way by executive leaders?
Read more about Clear Performance Expectations.


* Context:
Do team members understand why they are participating on the team? Do they understand how the strategy of using teams will help the organization attain its communicated business goals? Can team members define their team’s importance to the accomplishment of corporate goals? Does the team understand where its work fits in the total context of the organization’s goals, principles, vision and values?
Read more about Team Culture and Context.


* Commitment:
Do team members want to participate on the team? Do team members feel the team mission is important? Are members committed to accomplishing the team mission and expected outcomes? Do team members perceive their service as valuable to the organization and to their own careers? Do team members anticipate recognition for their contributions? Do team members expect their skills to grow and develop on the team? Are team members excited and challenged by the team opportunity?
Read more about Commitment in Team Building.


* Competence:
Does the team feel that it has the appropriate people participating? (As an example, in a process improvement, is each step of the process represented on the team?) Does the team feel that its members have the knowledge, skill and capability to address the issues for which the team was formed? If not, does the team have access to the help it needs? Does the team feel it has the resources, strategies and support needed to accomplish its mission?


* Charter:
Has the team taken its assigned area of responsibility and designed its own mission, vision and strategies to accomplish the mission. Has the team defined and communicated its goals; its anticipated outcomes and contributions; its time lines; and how it will measure both the outcomes of its work and the process the team followed to accomplish their task? Does the leadership team or other coordinating group support what the team has designed?


* Control:
Does the team have enough freedom and empowerment to feel the ownership necessary to accomplish its charter? At the same time, do team members clearly understand their boundaries? How far may members go in pursuit of solutions? Are limitations (i.e. monetary and time resources) defined at the beginning of the project before the team experiences barriers and rework?

Is the team’s reporting relationship and accountability understood by all members of the organization? Has the organization defined the team’s authority? To make recommendations? To implement its plan? Is there a defined review process so both the team and the organization are consistently aligned in direction and purpose? Do team members hold each other accountable for project time lines, commitments and results? Does the organization have a plan to increase opportunities for self-management among organization members?


* Collaboration:
Does the team understand team and group process? Do members understand the stages of group development? Are team members working together effectively interpersonally? Do all team members understand the roles and responsibilities of team members? team leaders? team recorders? Can the team approach problem solving, process improvement, goal setting and measurement jointly? Do team members cooperate to accomplish the team charter? Has the team established group norms or rules of conduct in areas such as conflict resolution, consensus decision making and meeting management? Is the team using an appropriate strategy to accomplish its action plan?


* Communication: Are team members clear about the priority of their tasks? Is there an established method for the teams to give feedback and receive honest performance feedback? Does the organization provide important business information regularly? Do the teams understand the complete context for their existence? Do team members communicate clearly and honestly with each other? Do team members bring diverse opinions to the table? Are necessary conflicts raised and addressed?


* Creative Innovation:
Is the organization really interested in change? Does it value creative thinking, unique solutions, and new ideas? Does it reward people who take reasonable risks to make improvements? Or does it reward the people who fit in and maintain the status quo? Does it provide the training, education, access to books and films, and field trips necessary to stimulate new thinking?


* Consequences:
Do team members feel responsible and accountable for team achievements? Are rewards and recognition supplied when teams are successful? Is reasonable risk respected and encouraged in the organization? Do team members fear reprisal? Do team members spend their time finger pointing rather than resolving problems? Is the organization designing reward systems that recognize both team and individual performance? Is the organization planning to share gains and increased profitability with team and individual contributors? Can contributors see their impact on increased organization success?


* Coordination:
Are teams coordinated by a central leadership team that assists the groups to obtain what they need for success? Have priorities and resource allocation been planned across departments? Do teams understand the concept of the internal customer—the next process, anyone to whom they provide a product or a service? Are cross-functional and multi-department teams common and working together effectively? Is the organization developing a customer-focused process-focused orientation and moving away from traditional departmental thinking?


* Cultural Change: Does the organization recognize that the team-based, collaborative, empowering, enabling organizational culture of the future is different than the traditional, hierarchical organization it may currently be? Is the organization planning to or in the process of changing how it rewards, recognizes, appraises, hires, develops, plans with, motivates and manages the people it employs?

Does the organization plan to use failures for learning and support reasonable risk? Does the organization recognize that the more it can change its climate to support teams, the more it will receive in pay back from the work of the teams?
Read more about culture change.

Spend time and attention on each of these twelve tips to ensure your work teams contribute most effectively to your business success. Your team members will love you, your business will soar, and empowered people will "own" and be responsible for their work processes. Can your work life get any better than this?

Friday, July 30, 2010

ABCs of TEAM BUILDING....


The following concepts are what I consider the fundamentals of team-building:

A is for action. No team can function without a plan of action, even when the final outcome is to take no action at all.

B is for brainpower. If two heads are better than one, I would submit that a cohesive, well-assembled team should have enough brainpower to attack any project.

C is for cooperation and communication. Team members need to cooperate, even if they don't necessarily agree. Clear communication is the roadmap to cooperation.

D is for dedication. As members of a team, you must be dedicated to the goals of the team, or you are on the wrong team.

E is for ears. Use your ears more than your mouth because listening skills are critical for team success.

F is for fun. Work should be fun, and working together is usually a lot more fun than working alone.

G
is for the group effort. The motto needs to be "all for one and one for all" in order to be a real team.

H is for help. Ask for it if you need it, and offer it if someone else needs yours.

I is for the ideas that come from brainstorming and picking each others' brains. Let the ideas flow and then choose those which hold the most potential.

J is for juggling. Combining all the company's needs and desired results will often require a juggling act, but a competent team will be able to achieve that balance.

K is for kinetic -- energetic, dynamic team members keep things moving.

L
is for leadership. Every team needs a leader, and every leader needs to be able to depend on the team.

M
is for motivation. Nothing motivates a team like trust placed in them by management to solve a problem.

N is for negotiate. Give and take is as important within a team as it is with outside clients.

O is for open mind. Team members need to be open to options they may not have considered, and willing to expand their perspectives to find the best answers.

P is for planning. A plan doesn't need to be rigid to be effective, but it must provide enough direction to keep the team on course.

Q is for questions. Asking questions is the best path to finding solutions. Don't be afraid of asking any question. If you don't understand something, chances are others don't either.

R
is for results. The whole point of forming a team is to achieve results. The only variation on that theme is that the results may not be what had been originally anticipated.

S is for solutions, which differ from results in that there may be more than one solution to any given problem. Then the team can implement the best choice.

T is for time management. A well-managed team uses their meeting and planning time efficiently, and understands when it is time to finish the project.

U is for unity. Once a decision is made, the team needs to be unified to implement the plans. If the team can't act as a unit, then it may be necessary to reconfigure the team.

V is for voice. Every team member has to have a voice in the proceedings, and it is up to the team leader to insure that all voices are heard.

W is for work ethic. Each member needs to complete the given assignments and should have confidence that others will demonstrate the same commitment.

X
is the X factor -- the chemistry that makes a team productive because all members are committed to the same goal.

Y is for yes -- say it as often as you can. "Yes, I can help. Yes, that's a good idea. Yes, let's move ahead. Yes, we did it!"

Z is for zeal. Passion, eagerness and enthusiasm are contagious; share your zeal with the rest of your team.

Tuesday, July 20, 2010

Weakness or Strength


Sometimes your biggest weakness can become your biggest strength. Take, for example, the story of one 10-year-old boy who decided to study judo despite the fact that he had lost his left arm in a devastating car accident.

The boy began lessons with an old Japanese judo master. The boy was doing well, so he couldn't understand why, after three months of training the master had taught him only one move.

"Sensei," the boy finally said, "Shouldn't I be learning more moves?"

"This is the only move you know, but this is the only move you'll ever need to know," the sensei replied.

Not quite understanding, but believing in his teacher, the boy kept training.

Several months later, the sensei took the boy to his first tournament. Surprising himself, the boy easily won his first two matches. The third match proved to be more difficult, but after some time, his opponent became impatient and charged; the boy deftly used his one move to win the match. Still amazed by his success, the boy was now in the finals.

This time, his opponent was bigger, stronger, and more experienced. For a while, the boy appeared to be overmatched. Concerned that the boy might get hurt, the referee called a time-out. He was about to stop the match when the sensei intervened.

"No," the sensei insisted, "Let him continue."

Soon after the match resumed, his opponent made a critical mistake: he dropped his guard. Instantly, the boy used his move to pin him. The boy had won the match and the tournament. He was the champion.

On the way home, the boy and sensei reviewed every move in each and every match. Then the boy summoned the courage to ask what was really on his mind.

"Sensei, how did I win the tournament with only one move?"

"You won for two reasons," the sensei answered. "First, you've almost mastered one of the most difficult throws in all of judo. And second, the only known defense for that move is for your opponent to grap your left arm."

The boy's biggest weakness had become his biggest strength.

Bits & Pieces, August 15, 1996, Economic Press Inc


Each time He said, ‘My grace is all you need. My power works best in weakness.’ So now I am glad to boast about my weaknesses, so that the power of Christ can work through me. That’s why I take pleasure in my weaknesses, and in the insults, hardships, persecutions, and troubles that I suffer for Christ. For when I am weak, then I am strong.”
— 2 Corinthians 12:9-10, The Holy Bible

Wednesday, May 19, 2010

Practical Tips on Closing Sales....




There are many closing techniques and there are some common tips that are offered to make closing even more successful.

ABC

ABC is a common term which stands for 'Always Be Closing', which is both good and bad advice.

ABC is good advice when it is used to keep in mind that you are always aiming towards a close. It is bad when you just use it to mean battering the customer to death with a barrage of unsubtle closing techniques.

Selling can be a lot like fly fishing. If you tug hard on the line, it will snap and the fish will get away. The best method is a gentle coaxing that gradually brings the fish in to shore - although sometimes when they are spooked you have to let them out again and calm them down further away.

Silence after

When you have used a closing technique, be quiet afterwards and let them respond. If you just keep talking, then you may miss what they have to say - like 'yes' for example.

Silence also builds tension and will encourage them to respond - and a response to a well-put closing question will hopefully be positive.

Watch emotions

Watch out for the other person not only in what they say but also in the emotions behind the words.

Never try closing when they are in a negative emotional state - you will only cause further objection and possibly anger that means they will never buy from you again.

Over-closing

It is not unknown for sales people to talk their customers into closure then carry right on and talk them out again. You can over-do closing and it requires a close sensitivity to avoid this trap.

It is often the fear of the other person saying 'no' that often causes a sales person to keep on talking. You must have faith and also accept that when they say 'no' it is no real comment about you. If you take rejection personally then you are probably in the wrong job.

There are no bebacks


When a customer says 'I'll be back', sales people in many different situations know that this is just an excuse to leave. Thus, it is said, 'there are no bebacks'.

The consequence of this is that when customers say they will be back, you cannot count on it and should treat this as if they will not and decide either to move to the next customer or redouble your sales efforts.

Closing need not mean a sale today

In some situations, there are bebacks. In fact any business sale may require that the sales person make many visits and a multi-million dollar deal can take years to set up.

When you can meet the customer again, then you can have intermediate goals and closure may just be and agreement to meet again. It can also ask for commitment to certain acts such as getting you information or looking at a website. Generally, if you are getting the other person to commit to some action, you are moving the sale forward.

Horses for courses

In all of these methods, remember that all closing techniques are appropriate only in particular circumstances. This can include the emotional state and readiness of the customer.

It also depends on the sophistication of the customer. A professional buyer in a big company has been on all the sales courses themselves and can see a closing technique coming from several miles away. Using simple methods with sophisticated buyers will only serve to annoy them, so rather than treating the situation like one-off selling, use more relationship selling methods, seeking to understand them and meet their needs, both professional and human. Everyone, even buyers, like to be treated with respect, and if they do catch you being a bit crass, then apologize and be more careful where you tread!

Saturday, May 15, 2010

Nishant K. Makasare

Perception......


There were two brothers in a small village in the Eastern Cape. The twin brothers grew up knowing nothing else but poverty. Their father was an alcoholic and their mother a domestic worker. They grew up with very little.

On their way home one day, their parents were involved in a bus accident and died instantly. The brothers' condition became even worse. At age 17 they separated. Years and years later a family member decided to find them for a family reunion.

One of the brothers was a wealthy engineer owning a construction company. He had a wife and three beautiful kids. The other was an alcoholic with no sense of direction for his life.

The family member asked the engineer, "How did your life turn out like this?"
"What did you expect with a childhood like mine?" he answered.

She moved on to the other brother with the same question.
"What did you expect with a childhood like mine?" was his answer.

This tells us that, "men are not disturbed by the things that happened but by their perception of the things that happened".

Sunday, March 7, 2010

Attitude Deretmines Attitude


I woke up early today, excited over all I get to do before the clock strikes midnight. I have responsibilities to fulfill today. I am important. My job is to choose what kind of day I am going to have.

Today I can complain because the weather is rainy or I can be thankful that the grass is getting watered for free.

Today I can feel sad that I don't have more money or I can be glad that my finances encourage me to plan my purchases wisely and guide me away from waste.

Today I can grumble about my health or I can rejoice that I am alive.

Today I can lament over all that my parents didn't give me when I was growing up or I can feel grateful that they allowed me to be born.

Today I can cry because roses have thorns or I can celebrate that thorns have roses.

Today I can mourn my lack of friends or I can excitedly embark upon a quest to discover new relationships.

Today I can whine because I have to go to work or I can shout for joy because I have a job to do.

Today I can complain because I have to go to school or eagerly open my mind and fill it with rich new tidbits of knowledge.

Today I can murmur dejectedly because I have to do housework or I can feel honored because the Lord has provided shelter for my mind, body and soul.

Today stretches ahead of me, waiting to be shaped. And here I am, the sculptor who gets to do the shaping.

What today will be like is up to me. I get to choose what kind of day I will have!