Teambuilding With Ropes
October 22, 2008
Naomi had several sheets in front of her, spread out like a game of solitaire. “I don’t understand,” she remarked. “I thought I had this group nailed together.” I dug deep into my bag of diagnostic questions and asked,... Read more...
Group vs. Team
October 21, 2008
From the Ask Tom mailbag: Question: What’s the difference between a group and a team? Response: It may seem nitpicking, but, this difference is extremely important to every manager. Wilfred Bion defines a group (other than a group of people standing... Read more...
Target Completion Time
October 20, 2008
Sondra finished her project over the weekend. “Last week, you assigned this task to Dale, but you ended up doing it,” I observed. I could tell she was very pleased with the project result, but miffed that she spent the weekend working when... Read more...
Expected Completion
October 17, 2008
Sondra was holding her head between her hands, staring directly down to the surface of her desk. I tapped the door and she looked at me over her glasses. “Why the long face, said the bartender to the horse?” I asked. She smiled through... Read more...
Where is the Interest, the Passion?
October 16, 2008
“Brent, let me get this straight. You said that your salespeople may not be doing their best because they may not be interested in the work? Do your salespeople understand the work?” “You’re right! Sometimes, it’s like... Read more...
Judging Pace and Quality
October 15, 2008
“You are going to have to go slow, because I am still not getting it,” Brent shook his head. “In order to close the sale by the end of the second sales call, what are the problems that must be solved and the decisions that must be made... Read more...
Prescribed Duties, But Not the Work
October 14, 2008
“I’m still not following you. Showing up, making a presentation and getting the order, is not the work of a salesperson?” Brent protested. “Those are valid activities, prescribed duties, but not the work,” I replied. “Tell... Read more...
Not the Work
October 10, 2008
“You mean they might not be doing their best, because they are not interested in the work?” Brent repeated. “So, tell me what is it, about the work, that is not interesting?” I asked. “Look, we are in sales. This is a down... Read more...
Reasons Why
October 9, 2008
“Okay, my goal. Our sales targets are my goal. But you assume they are doing their best. What if they aren’t doing their best?” Brent protested. “Then, shouldn’t I be disappointed?” “Brent, your contract with... Read more...
Our Goal? Their Goal?
October 8, 2008
“Our goal, their goal? What’s the difference?” Brent retorted. “The difference is your relationship with the team, their relationship with you and your understanding of who is accountable,” I replied. “When they don’t... Read more...
