In this Year’s NBA Finals…. “Collaboration”….Is Being Redefined

Published Articles
Published in

American Printer

on Thursday, June 8, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Management by objectives works --- if you know the objectives. (And….)… ninety percent of the time…. you don’t.”………………..Peter Drucker

INTRODUCTION:

TeamworkAt a recent “Plant Manager’s Peer Group Meeting”, we were listening to one of the Plant Managers volunteer how he is asked to go on Sales Calls --- with several of his company’s Sales Reps --- including their top performing Sales Rep --- who happens to be a hard-working, relatively young professional woman --- selling multiple seven figures --- year-after-year. 

During Group discussion, one of the other Plant Managers was overheard to say, I can’t imagine being asked to go on Sales Calls --- with any of our Sales Reps --- though I’d be glad to do so.”

Some would call this activity of “Joint Sales Call”….”Collaboration”….working together…as a Total Team….To Win….!

That’s what the NBA’s Golden State Warriors are demonstrating when doubters early on said they had screwed-up a great team --- by recruiting one-too-many superstars, in Kevin Durant.

Historically…..the doubters would have been correct.

However, there’s a new paradigm in motion  --- that runs something like…. pour on the talent and make sure everyone works together --- to win.

When you leave your Plant Manager and your Prepress Manager…and your Mailing Manager…and your Pressroom Manager…and your CSR’s…and even your Comptroller--- in the Plant --- your target prospects tend to only meet…. your Sales Reps…!

But your biggest, potentially most important prize prospects --- want to --- know to

 ---  “look under the hood”….. and “meet the ones who ultimately make things happen.”

The more key personnel your target prospects meet --- the more comfortable they become --- with what you can do for them --- and what they are willing to risk --- to send to you --- to produce.

SUMMARY:

Most major, experienced buyers have learned that:

“Most discussions of decision-making assume that only senior executives make decisions…or that only senior executives decisions matter….That is a dangerous mistake”………….…………………..Peter Drucker