Lakeside Leadership & Development

2011-07-26T05:15:00.000-07:00

Team Conflict: What is you A/I Ratio?

2009-10-04T13:44:00.001-07:00

Recently, I was at a committee meeting for an organization I am involved in. The committee was working through a conflict that could have a significant and long-term negative impact on the organization. As we were working through this conflict, one of the members made note of the A/I ratio during the meeting. This observation had a profound impact on my perspective of the meeting and how we may be able to work through the conflict. It also made me think about the importance of the A/I ratio in effective team functioning.

The A/I ratio is the ratio of Advocacy to Inquiry. Think of your last group conflict. Could you identify those who were advocating one stance or another? Could you identify those who were making inquiries as to why a certain stance made sense to somebody, or how it may be implemented? More importantly, could you identify those who were both advocating a stance and making inquiries into other stances?

It’s easy to jump into a conflict advocating a view or solution. We see this all of the time in the workplace. The big danger of this is to become so attached to that particular solution or perspective that we can’t keep our mind open to other ideas. We draw lines in the sand. This serves no positive purpose, and in fact if we have a habit of this behavior, we will be seen as being difficult.

Conversely, we all know people who are always asking questions when a possible solution is suggested. Most of the time these questions show neither support nor opposition to the solution. These people, when asked to offer input will, in almost every case, differ to someone else in the room. Their wishy-washy nature facilitates their inclusion in many meetings since they pose no threat to anyone’s ideas. They also are never taken seriously as a problem solver.

Those individuals who can advocate a solution while at the same time fully exploring other options are the most productive in working through conflict. To them, finding the right solution is more important than their solution. In most cases, their solution has merit, and may very well be the right one. However, they don’t become so attached to an idea they can’t walk away from it and walk towards a better one.

We have a name for those people. We call them leaders.

What is the Number One Benefit of your Product/Service?

2009-01-18T06:40:00.000-08:00

Security—Today’s Number One Product Benefit

Every salesperson knows how to mix up a recipe of features and benefits. The best ones also know how to ask the questions that will help them to fine-tune the recipe to a specific buyer. Today, regardless of the type of product you offer, regardless of the features, the benefit that trumps all others is security.

Our country is currently facing the highest jobless figures since 1945. In December 2008 alone more than a half million individuals lost their jobs—Merry Christmas. After the big financial houses received bailouts the big three automakers went to congress – twice - to ask for government bailouts. Dozens of other industries ranging from commercial construction to porn (no, I’m not kidding) have pleaded their case with hat in hand.

The one thing every company, regardless of the industry, shares is a feeling fear. This time it’s not fear of offshore competition, new technologies or new competitors; it’s the base fear of not being able to survive the coming year. It is important for sales professionals to look at their offerings from this perspective. As I travel around the country speaking to business groups the one question that gets the full and undivided attention of every person in the room is, “How are you going to protect yourself?” Once these words leave my mouth I see people sit up straight, pen in hand waiting for guidance.

Gone are the days of showing prospects how your product will help them to expand market share, break new markets or dominate their competition. Today they want to hear how your company, how your offering and how you personally are going to help them to survive in this rocky economic environment. In these challenging times, providing a link from the where the customer is, to where they want to be, is more important than ever. The ability to form and maintain relationships is the master skill. Right now nothing is as comforting as knowing you have someone you can count on.

We all need to keep in mind that companies are made up of people. The salespeople who will thrive in the coming year are those who show how their offerings will enhance security and stability. In the recent past, it was enough to show how your product or service was an easy buy. Today you better be able to also show how your offering is also the safe choice.

Protect yourself this year by:

o Asking more and better questions
o Keep security top-of-mind
o Build rock-solid relationships with your customers

The need to discover what makes the buyer feel more secure; offering a viable way to help them realize this feeling and building better relationships is being shown by the forward-thinkers in virtually every industry. More and more advertising in the trade press is focused on security and cost reduction. It’s a safe bet that business-to- consumer marketing messaging will soon follow.

When faced with market conditions that, literally, no one has seen before, it makes sense to take a good look at everything we do. Is each and every step in your sales process helping your prospects and customers feel more secure? Are you making them feel safer? If you are not helping your customers to feel more secure, your prospects and the businesses they represent may migrate to somebody who does.

Mirror mirror on the wall.....

2009-01-06T20:35:00.000-08:00

Even in fairly tales, mirrors are not the most reliable source for an accurate view of who and what we are.

It is easy to fall into the trap of taking an unrealistic view of how we are seen by others. Recently I heard someone speak to a group and deliver what could most charitably be described as "not their finest hour." After the presentation I had the opportunity to talk to the speaker. The first words out of this person's mouth was "I really nailed that speech." The reality was that nothing could have been further from the truth.

Earlier today I was talking to a friend of mine and during the conversation I realized why I value this friendship so much. He is kind enough to point out when I am off base. I suspect that many of us would be much better off if we kept a group of people in our lives who are honest enough and care enough to tell us when we are wrong.

As we enter the new year, I hope that I will continue to seek out people who will give me open, honest feedback and that I will listen to those who value our relationship enough to tell me when I'm wrong. Isn't that the greatest gift we can give?