{"id":5919,"date":"2017-09-15T02:38:06","date_gmt":"2017-09-15T02:38:06","guid":{"rendered":"http:\/\/liquidcapitalcorp.com\/?p=5919"},"modified":"2017-09-15T02:40:57","modified_gmt":"2017-09-15T02:40:57","slug":"build-one-best-sales-teams-world","status":"publish","type":"post","link":"https:\/\/liquidcapitalcorp.com\/fr\/blog\/business-growth\/build-one-best-sales-teams-world\/","title":{"rendered":"How to build one of the best sales teams in the world"},"content":{"rendered":"

\"teamwork\"<\/p>\n

\u201cComing together is a beginning. Keeping together is progress. Working together is success.\u201d\u00a0\u2013Henry Ford<\/em><\/p>\n

Team building is an ongoing process for large and small businesses alike. The right team can be the difference between success and failure, or scalability and stagnation.<\/p>\n

Sales people are empowered entrepreneurs, but they can also build a team around them to support their professional and personal goals \u2014 and that approach can help them strategically fast track their next moves. Let\u2019s take a look at how the right approach to team building is just as important to growth as the right working capital.<\/p>\n

Great leaders build great teams<\/strong><\/h2>\n

\u201cRome wasn\u2019t built in a day,\u201d and it sure as heck wasn\u2019t built by one person.<\/p>\n

Great leaders are the lifeblood of great teams, but that doesn\u2019t happen by accident. So it helps to understand the ways in which teamwork is\u00a0literally<\/em>\u00a0wired into our brains.<\/p>\n

There is a fundamental importance of rewarding your team\u2019s \u2018collective success\u2019 versus just the \u2018individual performance.\u2019 Psychology Researchers and Neuroleadership experts Jay Van Bavel and Dominic Packer revealed in the\u00a0Harvard Business Review why focusing on collective success makes all the difference.<\/p>\n

\u201cAlthough leaders are concerned with collective success, most organizations \u2014 from sports teams to universities to global companies \u2014 still focus on rewarding individual performance. The majority of Fortune 500 companies reward the most productive individuals, not the most effective groups or indispensable group members. We believe that leaders at these organizations are overlooking something fundamental about human nature \u2014 our tribalism.\u201d<\/p>\n

Buck your traditions<\/strong><\/h2>\n

Van Bavel and Packer led their research with an example of a nearly 50-year old Ohio State Buckeyes football tradition \u2014 and it\u2019s the reward system behind all those Buckeye stickers on players\u2019 helmets (you know, the ones that look like little hemp leaves \u2014 both amusing and beneficial).<\/p>\n

\"Buckeyes\"<\/p>\n

So what\u2019s the story behind this?<\/p>\n

In 1968, the Buckeyes coaching staff wanted to reward exceptional plays and encourage their team to keep winning \u2014 and so a new tradition began. Individual players were rewarded with Buckeye stickers to place on their helmets \u2014 a visible reminder of their success. The system paid off in spades, and the team won the championship that year. They continued a dominating streak in the league, but it wasn\u2019t ever lasting. Over the next few decades, the system was failing and the team was, too.<\/p>\n

In 2001, a new head coach flipped the way players earn Buckeyes. Instead of their old system of rewarding a player for scoring a touchdown or other individual victory, every player on the offensive unit would get a sticker if the team scored more than 24 points.<\/p>\n

The purpose? The idea of favoring teamwork over individual performance was the real goal. And it paid off almost immediately. The team not only won a national championship the following year, but the Buckeyes have been one of the\u00a0most successful teams\u00a0in the country ever since.<\/p>\n

Your team members want to fit in<\/strong><\/h2>\n

Belonging to a group is a deeply rooted aspect of who we are as individuals. Van Bavel and Packer further explained how managing this mentality is a major role that leaders will play.<\/p>\n

\u201cGreat leaders are\u00a0\u201centrepreneurs of identity.\u201d\u00a0They embrace our tribal nature and seek to shape the identity of fellow group members,\u201d they elaborate. \u201cHuman beings evolved in groups,\u00a0and most of us still work in groups every day. \u2026 This is why sports fans can show up to a stadium and immediately share a common purpose with 100,000 complete strangers.\u201d<\/p>\n

That might be the case at a sports stadium, but how about at the workplace? The researchers clarify that it is quite similar.<\/p>\n

\u201cWhen a person starts to identify with a group, it triggers a\u00a0fundamental shift in their goals. Events and decisions that were once evaluated with reference to oneself (\u201cwhat\u2019s in it for me?\u201d) are now evaluated in reference to the group (\u201cwhat does this mean for us?\u201d).\u201d<\/p>\n

That shift to a healthy team mentality is one of the most important psychological breakthroughs a company can have.<\/p>\n

Does your team feel safe?<\/strong><\/h2>\n

What\u2019s more, business leadership expert Chee Tung Leong<\/a> illuminated the fact that today\u2019s average lifespan of an S&P 500 company\u00a0has fallen from 67 years to just 15 years.<\/p>\n

\u201cThe marketplace is much more unforgiving towards companies that take too long to learn their lessons,\u201d Leong explained. Creating a culture of learning at your company is key to success.<\/p>\n

As entrepreneurs, we talk a lot in business about the virtues of bold thinking and risk taking, but what Leong uncovered while studying team dynamics at Google, is that you must create an atmosphere where people feel comfortable<\/em> taking those bold chances.<\/p>\n

Chief among these key dynamics was this idea of \u2018psychological safety.\u2019 To build the best teams in the world, Leong explains that \u201cteam members needed to feel safe enough to take risks and be vulnerable in front of each other.\u201d<\/p>\n

\u201cWhile self-preserving behavior is natural in the workplace, it can erode the foundation of effective teamwork.\u201d This can damage the culture you are trying to build \u2013 where team members can learn from one another. \u201cThe safer team members feel with each other, the more likely they are to collaborate, admit mistakes, and take new opportunities.\u201d<\/p>\n

Leong advocates building the culture of psychological safety on your own teams through three fundamentals:<\/p>\n

    \n
  1. Encourage failure<\/li>\n
  2. Admit your own mistakes<\/li>\n
  3. Hold \u201canxiety parties\u201d<\/li>\n<\/ol>\n

    The latter, while admittedly unconventional, allows team members to openly share things that make them feel vulnerable and anxious, allowing for immediate 360-degree feedback with the team. Leaders can then address issues head-on and avoid wasting time on assumptions about the team\u2019s feelings \u2014 instead, focusing on the real problems at hand.<\/p>\n

    Transform your clients into your teammates<\/h2>\n

    Taking this strategy a step further, as a leader you can encourage your team to look outside the organization. Sales experts Barry Farber and Robert L. Shook argue that one of the most effective yet overlooked sales techniques<\/a> involves teaming up with customers.<\/p>\n

    \u201cOutsource your customer. Let the customer solve problems for you,\u201d explains Shook and Farber. \u201cA salesperson’s job is to create a vehicle that lets the customer solve his or her own problems.\u201d<\/p>\n

    This out-of-the-box thinking can take your sales organization to a new level. \u201cWhen a customer becomes involved in finding a solution to his problem, he or she takes ownership, which is the foundation of a solid salesperson-customer relationship.\u201d<\/p>\n

    At the end of the day, a winning teamwork philosophy is one that encourages both parties to work together to solve a mutual problem.\u00a0The best teams are as unique as you and your company, and making these proven team building concepts parts of your company\u2019s direction will serve everyone well.<\/p>\n","protected":false},"excerpt":{"rendered":"

    \u201cComing together is a beginning. Keeping together is progress. Working together is success.\u201d\u00a0\u2013Henry Ford Team building is an ongoing process for large and small businesses alike. The right team can be the difference between success and failure, or scalability and stagnation. Sales people are empowered entrepreneurs, but they can also build a team around them […]<\/p>\n","protected":false},"author":112,"featured_media":5921,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[5],"tags":[],"class_list":["post-5919","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-growth"],"yoast_head":"\nHow to build one of the best sales teams in the world - Liquid Capital<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/liquidcapitalcorp.com\/es\/blog\/business-growth\/build-one-best-sales-teams-world\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to build one of the best sales teams in the world - Liquid Capital\" \/>\n<meta property=\"og:description\" content=\"\u201cComing together is a beginning. Keeping together is progress. Working together is success.\u201d\u00a0\u2013Henry Ford Team building is an ongoing process for large and small businesses alike. The right team can be the difference between success and failure, or scalability and stagnation. Sales people are empowered entrepreneurs, but they can also build a team around them […]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/liquidcapitalcorp.com\/es\/blog\/business-growth\/build-one-best-sales-teams-world\/\" \/>\n<meta property=\"og:site_name\" content=\"Liquid Capital\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/liquid.capital\" \/>\n<meta property=\"article:published_time\" content=\"2017-09-15T02:38:06+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2017-09-15T02:40:57+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/liquidcapitalcorp.com\/wp-content\/uploads\/2017\/09\/stockvault-work-and-business-success-and-achievement-men-conquering-mountain215057.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"800\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Vince Mancuso\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@Liquid_Capital\" \/>\n<meta name=\"twitter:site\" content=\"@Liquid_Capital\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"Vince Mancuso\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data2\" content=\"6 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/liquidcapitalcorp.com\\\/es\\\/blog\\\/business-growth\\\/build-one-best-sales-teams-world\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/liquidcapitalcorp.com\\\/es\\\/blog\\\/business-growth\\\/build-one-best-sales-teams-world\\\/\"},\"author\":{\"name\":\"Vince Mancuso\",\"@id\":\"https:\\\/\\\/liquidcapitalcorp.com\\\/#\\\/schema\\\/person\\\/9ced4a0d0a40a48af2aa40502831541c\"},\"headline\":\"How to build one of the best sales teams in the world\",\"datePublished\":\"2017-09-15T02:38:06+00:00\",\"dateModified\":\"2017-09-15T02:40:57+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/liquidcapitalcorp.com\\\/es\\\/blog\\\/business-growth\\\/build-one-best-sales-teams-world\\\/\"},\"wordCount\":1137,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/liquidcapitalcorp.com\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/liquidcapitalcorp.com\\\/es\\\/blog\\\/business-growth\\\/build-one-best-sales-teams-world\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/liquidcapitalcorp.com\\\/wp-content\\\/uploads\\\/2017\\\/09\\\/stockvault-work-and-business-success-and-achievement-men-conquering-mountain215057.jpg\",\"articleSection\":[\"Business Growth\"],\"inLanguage\":\"fr-FR\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/liquidcapitalcorp.com\\\/es\\\/blog\\\/business-growth\\\/build-one-best-sales-teams-world\\\/\",\"url\":\"https:\\\/\\\/liquidcapitalcorp.com\\\/es\\\/blog\\\/business-growth\\\/build-one-best-sales-teams-world\\\/\",\"name\":\"How to build one of the best sales teams in the world - 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