Your sales team is mentally?

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Your sales team is mentally?


On this question you will find a suggestion from Alan Mulally. In September 2006, Ford Motor Company was promoted to President and Chief Executive Officer. Previously, one of the best in the world, Boeing has six shows, a Ford hoped he would pass the same type the magic of Ford.

A moment ago, Ford resumed the point of failure and sold to the engineer, the situation was almost as bad. "In March 2006, you came to the conclusion that the $ 17 billion indicator was the first indicator of profitability and we were allowing ourselves to get it." *


Please note that there is already a meeting with his senior team at Mulally a different picture. During the meeting, Attended the presentations, during which the company's executives presented reports that looked good. It seemed that everyone had achieved their goals. He could not believe it.

It's a good idea to pay a million dollars.

Then he asked him to try again.

(Pause)

Finally, an editorial and an emitters start.You can also view the question and ask you to send a letter. The person in charge of a request for help then.
What do you think happened next?

Do you think Mulally is ripped into an executive?

On the contrary, he got up and applauded the person who dared to tell him the truth.

The most valuable player


As a manager of several brands, I do not want to hear about my good team. Nothing is perfect and I know it. I just want to be challenged and I want everyone in my team to do better, and the only way that happens is that we all belong to the truth. The most valuable player on my team is not the top seller, it's the person who dares to bring ideas to the table where she sees potential for improvement.

What would you have done?


Best strategy to get people to talk


Want to know what you can do best if you are a boss and want to be open and open with you? Create a space and environment for collaboration and discussion. This means that as a boss, you have to talk less and listen more. If someone presents you with a challenge or area to improve, listen to what that person has to say. And ask questions.

Dig deeper



First, second and third level questions


When you are asked for new information, you will be used to asking questions and listening carefully to the answers. Top-level questions help you understand the situation and clarify the problem. These are priority questions, what should you do, what and when? The second level questions are a bit more in-depth and follow-up and focus mainly on the reasons. These questions are asked to understand why the decisions were made. Finally, the problems of the third floor are about emotions: fear of missing or wanting a reward. A problem, but the boss has. A problem, but the boss did not solve it. A leader can detect these feelings (and the drivers of action and passivity) by saying things like:

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