Categories
Archives
Search
Building team trust: The foundation of a winning team
I work with companies to help build high-performing teams. The simple formula for leading a talented and competent team to its highest level is: OWNERSHIP, CLARITY, AND ACCOUNTABILITY built on a solid foundation of trust. I focus heavily on building team trust. Without it, a team will fail.
Here is an illustration: Last week, Jared Diamond wrote an article in the WSJ about the Chicago Cubs and the way they attract free agents. He gave the example of free agent pitcher Tyler Chatwood. Before his first meeting with the Cubs, he was anticipating a big sales pitch about how great the team is. They took a whole different approach. As Mr. Diamond put it, ”Theo Epstein and general manager Jed Hoyer took the conversation in a direction that surprised and disarmed Chad. They recommended the best physicians and hospitals in the area for his pregnant wife.” They did not talk about baseball. Instead, they showed a genuine interest in him and his family.
Chad signed a three-year, $38 million contract with the Cubs.
“This is the secret weapon that enables the Cubs to practically hand-select talent: a compelling personal touch that goes beyond a player’s value on the field. “, said Diamond.
And how about the bottom line? The Cubs frequently are not the highest bidder when they acquire a free agent. The Cubs have figured out that even though you can’t buy happiness, showing a genuine interest in people and their family can greatly increase your batting average!
Be successful, stay successful, know your customer
“The quality of a person’s life is in direct proportion to their commitment to excellence”
– Vince Lombardi
Last week my wife and I celebrated Valentine’s Day by having dinner at one of the most famous restaurants in Chicago. We each ordered a steak. My steak cost $70, and my wife ordered a $50 filet. Our expectations were high!
When the steaks were served, we began enjoying each bite. It was delicious and I made sure I cut the meat in extra small chunks so that I could maximize the experience. Along the way I ran into some fat and gristle, and I carefully separated it from the lean meat. When I was finished, the only thing left on the plate was the fat and gristle.
The quickest way to business failure
OK. I know you aren’t reading this because you want your business to fail. You’re just curious. What is the quickest way to get a business to fail? Be rude! With today’s unforgiving social media reviews, one or two poor customer interactions can do serious harm.
Successful sales professionals are good quarterbacks
If you are a sales professional it s quite likely that you have experienced a big deal fall through in the 11th hour. This kind of experience can take the wind out of us. How do we reduce the probability of a big sale crumbling at the last minute? We need to be a good quarterback!
Protect your reputation by owning it
In business, our reputation is the most valuable possession we have. With social media and smarter consumers, building and reserving our reputation must be tantamount.
This week I attended an annual meeting sponsored by an organization I belong to. I was looking forward to both the meeting and the banquet facility. I had been there twice, and in both instances the food and service was excellent. This time, things were different.