Assume the BestWritten by Steve Waterhouse
Assume Best by Steve Waterhouse
Much of friction between members of a selling team comes from unspoken expectations left unmet. The sales manager expects report to be in by Monday or marketing department expects leads to be followed up within month. When expectations are not met, we may begin to devalue effort made by offending person. If Bill is late with report we assume that Bill is behind in everything and that cause is Bill's poor work habits. If Joanne is did not follow up on leads we assume she is slacking off and is not doing her job. The net result of this accusatory behavior is low moral, a reduced willingness for others to support these team members, and a general lowering of team effectiveness. In a program I gave recently, I heard a very different view of these situations. One that made me stop and think.
During seminar I had asked sales team why they were not able to make some of necessary changes that we had agreed needed to be made. Almost instantly, a flurry of blaming started. "The marketing department never gets anything right." "Operations never comes through on their commitments." "We just don't get support we need." As I started to untangle this mess, Robert, Vice President of Sales stood up and addressed his team. "Ladies and gentlemen," he said, "when you make these statements, you do so without knowing whole picture. You do so without knowing other priorities and stresses that are forced upon these people on a daily basis. You should know that I am aware that some of these people are not doing their jobs as they should. Most of problems you see in field are even clearer to us in plant. I promise you that we are dealing with many of these situations as we speak. In meantime, may I suggest we assume that each of our team members is doing best they can? In most cases you will be right. And in all cases you will show your fellow team members respect that they deserve. Isn't that how you want them to view you? As doing best you can?"
Technology Check List for Meeting PlannersWritten by Steve Waterhouse
Use adequate equipment - Computer projectors that require room lights to be down are not acceptable. So are projectors without remote mouse controls! Adjust room - have engineers remove bulbs from fixtures above screen. Extend "Keystone arm" on screens to lean top forward. It improves viewing significantly. Check electronics ahead of time -
Connect every computer to every projector and sound system Connect every modem to every phone line Connect video conference link (even if it costs more) Advance through every slide program using remote Test every microphone with every sound system. Walk around room while talking into a microphone to check for feedback. Use fresh batteries in everything (and have a spare in your pocket). This includes microphones, remote controls, laser pointers, etc. When using house sound system in partitioned rooms, ensure that all speakers in your room are on, and that you are not also broadcasting into next room. Tape down all wires. This prevents trips, disconnects and lawsuits. Find hotel A.V. wizard (or union chief) and become their best friend. You must know how to reach them in an emergency. Have 2 designated hosts per room. That way, one can go for help while other keeps things under control. Ideally, one should be able to assist speaker with technology problems. Have backup equipment