Building a team of Super-Heroes within a sales organization is difficult. Sales professionals are incentivized to earn personal commission. Do you want to have more sales, or true team spirit? How about both?
- An office of musketeers has overall better sales performance.
- In an office of musketeers, the strong help the weak, to overcome weaknesses, which lead to an overall better performance.
- An office of musketeers has a far better atmosphere, which incentivizes to work harder.
Team spirit can be compared similar to socialism in comparison to capitalism; egocentric vs. harmonic behavior. However, the reason why it works in a controlled environment, like an office, is because people are not hired randomly. You will not hire a person you are convinced who can’t sell.
Just think of prominent examples: Music bands like U2 are tremendously successful because everyone in the group has its place. Bono alone can’t sell billions of records all himself, unless he has his group around him.
Alexandre Dumas the author of the original “Three Musketeers” described how friendship among a team might fulfill wonders, even when the odds are against them. Professional friendship within an organization can do the same, if their manager encourages team activities, and rules out unfair behavior from the beginning.
However, many team managers will let selfish behavior pass, as long as it brings new business. Selfish behavior will isolate individuals and seeds mistrust among the team, which leads to an unfair competition and accelerates further unfair behavior. In this environment revenue won’t be stable, as it will propel first, before it crushes – when people decide to leave.
Look at your team and evaluate the potential – will your team stay together where all are winners, or does half of them already look around for a new opportunity elsewhere?
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