The Iraq War once again reminds us of a fact: fighting alone is bound to be weak. To have strong combat effectiveness, teamwork is essential. The Iraqi army had only ground forces, without the coordination of air and naval forces, so they retreated in defeat. In contrast, the U.S. military had sea, land, and air forces, coordinating all three for integrated operations, complementing each other's strengths and weaknesses, and winning repeatedly.
A company is the same. It seems that salespeople fight alone, and many companies strictly require the ability to independently develop markets when recruiting. However, the success of all employees certainly has personal factors, but it absolutely cannot exclude the factor of corporate team coordination. Without a strong team as support, no matter how capable a salesperson is, they feel isolated at the front line. If one can achieve 50% success without relying on the team, then through team cooperation, they can definitely achieve 80% success.
For salespeople to achieve results at the front line, they need coordination from various aspects of the company, such as promotion, logistics and distribution, financial settlement, product development, packaging design, etc. Any problem in any of these links will affect their sales. To get cooperation from others, you first need to cooperate with others. Some salespeople only focus on their own business development, not cooperating with the human resources department's performance assessments, nor with the complex financial budget and settlement processes. Such a personal style will inevitably not gain support from others.
Through contact and statistics with many salespeople, the author has found an interesting pattern:
Salespeople with good performance generally have good interpersonal relationships within the company. Many colleagues are willing to communicate with them, and things they ask other colleagues or departments to handle get help immediately. At the same time, tasks assigned to them by other colleagues, departments, or superiors are also executed well.
Salespeople with poor performance generally have poor interpersonal relationships within the company. Many colleagues do not like them, are unwilling to be with them, and tasks they assign are delayed repeatedly. At the same time, they always find excuses to put off tasks assigned by others, and the materials they are required to submit are almost never on time.
It is obvious that an individual's success always needs the support of the team, which also confirms the principle that "man is a social being." A company is a small microcosm of society, a team. For an employee to realize their value, they need the strong support of team members, and the value of a team also reflects the value of each member. Having team awareness has become a prerequisite for integrating into the team and achieving results within it.
Training your team awareness:
Team value is above all. Although many companies design compensation based on performance, emphasizing individual contributions, companies pay more attention to overall performance. An employee's good performance alone cannot sustain the company's survival and development; only when all team members perform well can the company develop sustainably. In addition to achieving our own work results, we must put the value of the entire team first.
Your performance is not solely yours. Some employees feel that they fight alone in the market, and the results they achieve with much effort are theirs alone. But without production workers producing products, what would you sell to customers? Without precise accounting by the finance department, at what price would you sell to customers? Without logistical support, who would receive customers when they visit the company? Therefore, every transaction you make is the crystallization of all personnel's efforts; your performance is not solely yours, but also includes a share from other team members.
Learn to cooperate. Since your performance includes contributions from others, meaning other team members are always serving you, you should also cooperate with others. The training provided by the human resources department is to serve your better sales, and regular assessments are also to discover and remedy problems in your work. The reports you fill out for the finance department are also for the allocation of your market funds. If you cooperate well with the team, the team will also cooperate well with you.
Help colleagues. Some salespeople only care about their own market performance, unwilling to share good methods with other salespeople for fear that others' performance will surpass theirs. But if only your performance is good while others suffer heavy losses, how can the company develop, and what room for development do you have? Learn to help others, and others will help you. In fact, helping others is helping yourself.
Training the company's team awareness:
The market no longer believes in individual heroism. A company must rely on the team to win. You may be an excellent employee, but your radius of activity is limited; your good methods and plans need all personnel to implement. Companies should assess performance, but they absolutely cannot forget team building. Therefore, in addition to promoting individual performance, companies should promote team awareness more.
Establish systems based on team building. Regarding compensation design, companies should not only consider individual performance rewards but also take team performance into account. When distributing annual performance bonuses, in addition to referencing individual performance, the achievement of regional small team and company-wide big team goals should also be important indicators. Through these systems, the company emphasizes the spirit of team building and better guides employees to establish team awareness.
Regularly hold team activities. In addition to guiding through systems, it is essential to consolidate through various team activities.
Advocate participation. Since it is a team, everyone needs to participate, making all employees feel that the company wins through the team, and all achievements are due to every team member's contribution.
As the saying goes: "One Chinese is a dragon, three Chinese are a worm." If we do not cultivate our own and the company's team awareness, the more people gather, the more this saying is verified. Personal success cannot be separated from the team, and team success requires individuals. No matter how strong an individual is, they cannot defeat the enemy's combined forces of sea, land, and air; no matter how weak arms are, when united, they can lift up a piece of the sky.
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