HOW TO BUILD TEAM SPIRIT AND GET BEST SALES PERFORMANCE

It is a well-known fact that an organisation can achieve a greater success if few dedicated people get united and work towards goal together. An ordinary team can perform better provided they are motivated and charged. There are many instances, where a team approach has succeeded better compared to an organisation which is riddled with politics and managers who only think about themselves. In fact this is basic problem among Indians as they always tend to develop "Frog Syndrome". The frog syndrome does not allow other colleagues to go up in the ladder leading to organisation becoming an ordinary organisation. Today the biggest problem in India many companies are facing - how to develop team spirit among people. This is very crucial point for the organisation to make difference in today's highly competitive environment. How can we develop such things today ? Of course, there are many ways which are given below.

1. Develop Team Not Individual Only

The role of manager is to ensure that the people become cohesive and feel proud to be the member of the team. It is quite possible provided the manager himself is a team leader. He has to set the right target, create enthusiasm among the people, develop positive attitude among the people and motivate them at the right time If done, it is nothing succeeds like success.

TEAM

T - Target Right
E - Enthusiam
A - Attitude Positive
M - Motivation


2. Right team spirit

Right team spirit brings within the organisation a vibrant feeling to an insider as well as outsider. There is always willingness to walk an extra mile among people to achieve the set objective. This leads to more congenial atmosphere within the organisation. How many companies have succeeded in doing the same? Does it bring smile to an ordinary person working in the organisation. If yes, that organisation really can survive for a longer time.

3. SMILE within the Organisation

A happy employee always tends to achieve better. Many companies tend to take care of external customer but tend to forget the internal customers. "A grumbler cannot satisfy a grumbler". Hence, company should do retrospective analysis on satisfaction level of the internal employee. But how many companies bother to do that? A real smile can help the organisation to achieve better sales.

SMILE = Sell More In Less Effort

How many people can bring smile on the face of person? Therefore, there are few organisation which excels. However, this is possible provided the manager become a mentor.

4. Manager should be a mentor to the people

People always look towards a manager as mentor who can correct, guide and give constructive criticism. Manager is always respected if he develops Contact Leadership. He should go where the colleagues working under him requires him to go. He should help his colleagues during the need of the hour. Famous Cricket Guru Mr. Achrekar is real mentor to Sachin. Can a manager develop himself to be a mentor so that people can rely on his advice? A manager, if redevelop himself as a mentor, can definitely bring the team spirit among the people. But how many managers can be a mentor? Many times manager himself is a grumbler and creates a polluted environment within the organisation as his personality may not be fit to do a particular job. Therefore, manager should analyze his own personality alongwith his colleagues and ensure that his personality alongwith his colleague personality be suited to do a particular job. Application of sales grid approach will definitely help him to understand his own personality as well as colleague. This analysis can help to take corrective actions and will create greater sense of responsibility and motivation among the people. We must motivate ourselves to motivate others.

This is possible provided a manager make the job more challenging. In fact during the recent survey conducted by author in India the No.1 motivator factor is Job Enrichment. How many managers try to create innovations in their job functions of his colleagues and associates? How many managers remove the fear of instability? How many managers create a sense of entrepreneurship? How many managers ask himself what new things I or my team has done? If this is done regularly, the demotivation does not arise. An ordinary people can perform extraordinary thing provided they bring the motivation and team spirit among the people. This is quite possible and manager has a role to play. He should be proactive in building team spirit and take action.

5. Recognize team destroyers and take corrective measures

There are certain individual people who because of the past experience can destroy the team spirit and motivation level of others. Therefore, it is suggested that managers should identify "this grumbler" at right time and take corrective measures immediately. The cancerous cell should not be allowed to develop or proliferate. A proper counselling can help the manager to correct the situation. This is quite possible provided the manager brings father in him. He should not develop a dual personality e.g. In the office the tap is leaking he does not bother as he feels that it is the job of administration but when he goes home he makes sure that the leakage of the tap is corrected. The dichotomy behaviour of the person cannot help him to develop team spirit and motivation. He should develop fatherhood of a spastic child who is very caring, understanding and still appreciate his child. He has to therefore correct him, mend him with hope that the future will be bright. If the manager can do that within the organisation the question of demotivation or lack of team spirit does not arise. How many of us are doing that?

6.Identify issues and address issues which inhibit team

One of the major team spirit destroyers is the lingering of the issues which does not resolved in time. The role of the manager will not be to procrastinate, postpone the decisions based on issues but he should resolve it in time. This corrective measure help to bring a better sense of commitment and also focus to approach the goal. The study revealed that the delay in identifying the issues on time can bring higher degree of frustration. Hence, many managers try to develop a "self-managed team" who can take decision of minor issues quickly and resolved themselves. This process of decision making enables them to own the decision. More owning of the decision the greater will be sense of team spirit among the people. In fact he should develop a helping hand like a father develops a helping hand to the child who is on the verge of walking or reading. Do we really do that?

7.Educate the colleague doing the work in positive manner

Manager must educate a colleague while working. The recent study among the field force revealed that the field representatives like to have a leader who is good in product knowledge and selling skills. During the visit of a leader if he ensures that he is given one or two new points to his colleagues, then the interaction between the two becomes more fruitful. e.g. if a Zonal Manager visit his team he may take up the product training in the conference or during the field work followed by written test of the same subject. This concept was tried by author in one of his client company wherein he noticed that the representative never used to respect his senior because of his lack of knowledge on the product. This process of inculcating the habit of interactions between the two brought a better team spirit and respect for each other. This activity resulted into higher productivity of the area.

Productivity per man/month

Before After Six Month Rs. 65000 Rs. 78000

Thus the above strategy of bringing knowledge as a tool to improve the productivity not only helps the self-development but also brings the sense of team spirit.

Developing the team spirit is more refined if there is a continuous upgradation of setting objectives.

8. Review and Set Objectives on a continuous basis.

It has been observed that if there is regular review of the objectives manager can bring a better sense of team spirit and performance. It brings:

a. Sense of commitment which is very much lacking.
b.Sense of actualization and pride, which is missing link among us.
c. Bringing sense of discipline and accountability.
d. Helps the people to be proactive and not reactive.


Thus if a manager really does a regular follow up in the positive manner it really keeps morale of the people high.

The above activity requires indepth knowledge and skills of a leader as he has to give right direction at the right place at right time. This is not an easy task. A proper control on task activity not his activity will help to bring a better sense of team spirit among the people. Many people in pharmaceutical industry analyze the number of calls made by the representative instead of how many doctors have started prescribing. Therefore, a manager has to be problem solver or solution giver. He should work as per business need and not as per his work needs. This activity will be definitely help him to bring better team spirit. This is possible if the manager has understanding of application of right leadership style in managing people.

9. Develop right leadership style to bring in team spirit.

Today's environment has changed. The younger generation with globalisation and media exposure are more confident and rebellious in nature. They have willingness to do something different as they have more confidence compared to yesterday generation. They do not look for stability but look for challenging assignment. Hence in view of this changing environment, manager has to adopt different leadership style to bring in a sense of team spirit. He has to be autocratic or democratic or free rein/parental style of leader depending upon the colleagues, which he has with him. He cannot use one style in managing people. Many time application of single style can lead to disharmony and frustration. The manager has to identify the type of person associated with him, as XYZ personalities require a different approach. Personality with 'X' characteristic may require autocratic style for managing him or motivating him but person with 'Z' personality may get demoralized if a manager uses same approach which he has used earlier while dealing with 'X' personality. Therefore, a blend of different approaches will definitely bring in team spirit.

High team spirit will be the key factor in highly competitive environment to make company different than others. Higher the team spirit, better will be team performance and achievement. Therefore it is imperative that managers in today's environment put more focus on developing team spirit so that the life become more comfortable and organization progress more faster. Manager should not be team destroyer but he should be team builder as extraordinary things can be achieved by ordinary people if people are together. There is always a force in "Bandh Moothi" compared to unfisted hand.
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