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    How Empathic Listening Can Help Build Long Lasting Customer Relationships
    I first heard the term Empathic Listening many years ago at a Stephen Covey workshop. He was talking about the principal and how it had helped several sales people make more sales. I was intrigued. Having been a sales trainer in several organizations, I knew effective listening was one of the hardest skills for many sales people. Myself included.We all leave training armed with product knowledge… amazing features and benefits… and enough information to be dangerous. But no one teaches you how to listen. What helps you understand what’s going on in your customer’s world? Certainly not product knowledge. Listening is one of the most important, and least utilized skills, in most sales training programs.Empathic li
    p you are thinking about have a clearly defined common purpose? In one or two sentences, what is it?
  • Is the team required to work together to achieve the purpose – do they rely on one another for specific skills or information?
  • Can the purpose be achieved without the members working together – in other words, will you get results through the consolidated efforts of the individuals versus a team effort?
  • Developing Your Team

    Teams that are interdependent will benefit from team development initiatives that develop the relationships and build trust between the members. A coaching style of development will probably have the best effect with this type of team, giving team members the opportunity to work out and overcome challenges together using the strengths and skills within the team. The key question in this type of approach is ‘how can we operate better as a team?’

    Independent teams are highly likely to see this kind of approach as pointle

    Strategic Business Planning While You're Still Working
    Strategic business planning is very important to your business success. The perfect time to do your strategic business planning is when you are transitioning from full time work to a consulting business. You won't feel pressured to get things done too quickly because there is still money coming in.When you start your strategic business planning early you have the time you need to get all the elements of your business prepared before launch. 90 days is a good timeframe to give yourself for strategic business planning. You can get everything you need to do done and you are not giving yourself too much time to put off the launch.Some of the most important items you should be covering off during your transition time ar
    Most organisations today espouse the concept of teams and team working. Many would call themselves ‘team-based’ organisations. It may be, however, that the word ‘team’ is one of the most over-used and ill-defined in corporate language today. Many of the people I encounter tell me that whilst they are officially a member of a team, the group does not behave like a team and they do not experience any sense of teamwork or cohesion in the day-to-day. I believe that this is because many teams have not worked out what kind of team they are and how they need to work together. This in turn means that their development efforts can be unfocused and inappropriate for the type of team.

    What is a team?

    There are many different definitions of teams to be found in literature and other sources, but all of them refer to the concept of a group of people working together for a shared, or common, purpose. It would seem that the key, therefore, is ‘shared purpose’ – all members of the team being committed to the same goal. A group of people who work together but have no shared purpose in mind is not a team in the true sense of the word. For example, a group of people who report to the same leader but whose work is not in any way related to or dependent on the work of the others does not constitute a team. That is not to say, however, that a group of people whose work is independent of the work of the others cannot share a common purpose.

    Interdependent or independent?

    In their book entitled ‘Do You Really Need a Team?’ Michael E. Kossler & Kim Kanaga suggest that true teams require an element of interdependence and that where interdependence does not exist they are workgroups rather than teams. Other sources argue that there are different types of teams: those where the members are independent and those where they are interdependent.

    Wikipedia uses examples in sport to differentiate the two. A tennis team would be an example of an independent team – each team member plays matches and wins or loses, and the result of each individual match has no direct impact on the performance of the next player. The team has nonetheless a shared purpose of winning the tournament.

    In business, sales teams often operate in this way. Each sales manager is responsible for sales in his/her own region and their day-to-day performance does not directly affect that of the other sales managers. The team has, however, a shared purpose, for example achieving an overall sales target of $5million, or increasing market share of product X by 5%. Team members can help one another by sharing information or best practices, but if they do not do so the purpose may still be achieved.

    Interdependent teams are ones where the members are dependent on one another for some skills, knowledge, information or other needs. To revert to examples from sport, think of a rugby team where different team members play particular roles and specialise in certain tasks, and it is impossible for any one player to win a match without the others.

    Many business teams would operate in a similar way, relying on individual team members to take on certain roles and complete particular tasks in order for the team to achieve its overall objectives. Think of a project team, where members have been appointed for their strengths in particular areas. New team members may join the team for specific phases of the project. If any one team member omits to perform his/her role the project may be at risk of failure.

    Whether you support Kossler and Kanaga’s definition of workgroups versus teams, or whether you believe there are just different types of teams, the most important thing is that you understand which type of team you have and hence how best to develop them.

    What kind of team do I have?

    The first thing to establish is whether you have a team at all, and then to work out how that team needs to operate. Consider the following questions:

    • Does the group you are thinking about have a clearly defined common purpose? In one or two sentences, what is it?
    • Is the team required to work together to achieve the purpose – do they rely on one another for specific skills or information?
    • Can the purpose be achieved without the members working together – in other words, will you get results through the consolidated efforts of the individuals versus a team effort?

    Developing Your Team

    Teams that are interdependent will benefit from team development initiatives that develop the relationships and build trust between the members. A coaching style of development will probably have the best effect with this type of team, giving team members the opportunity to work out and overcome challenges together using the strengths and skills within the team. The key question in this type of approach is ‘how can we operate better as a team?’

    Independent teams are highly likely to see this kind of approach as pointles

    Are You REALLY Listening?
    Being a good listener requires more than just keeping quiet while the other person is talking. Do you hear everything that is being said? Do you understand it completely?Here are some tips on how to become a more effective listener:FOCUS in on the basic message. Try to pinpoint the main ideas the person is expressing. Ask yourself what the speaker is trying to say. If you're not sure, ask. "Bill, I believe what I heard is–Am I on track?"UNDERSTAND what is being said.Keep asking yourself if you understand what is being said. If you don't, ask for clarification – and keep asking until you are sure you fully understand. "Bill, I'm not sure I understand how this relates to that, can you help me out?" What yo
    committed to the same goal. A group of people who work together but have no shared purpose in mind is not a team in the true sense of the word. For example, a group of people who report to the same leader but whose work is not in any way related to or dependent on the work of the others does not constitute a team. That is not to say, however, that a group of people whose work is independent of the work of the others cannot share a common purpose.

    Interdependent or independent?

    In their book entitled ‘Do You Really Need a Team?’ Michael E. Kossler & Kim Kanaga suggest that true teams require an element of interdependence and that where interdependence does not exist they are workgroups rather than teams. Other sources argue that there are different types of teams: those where the members are independent and those where they are interdependent.

    Wikipedia uses examples in sport to differentiate the two. A tennis team would be an example of an independent team – each team member plays matches and wins or loses, and the result of each individual match has no direct impact on the performance of the next player. The team has nonetheless a shared purpose of winning the tournament.

    In business, sales teams often operate in this way. Each sales manager is responsible for sales in his/her own region and their day-to-day performance does not directly affect that of the other sales managers. The team has, however, a shared purpose, for example achieving an overall sales target of $5million, or increasing market share of product X by 5%. Team members can help one another by sharing information or best practices, but if they do not do so the purpose may still be achieved.

    Interdependent teams are ones where the members are dependent on one another for some skills, knowledge, information or other needs. To revert to examples from sport, think of a rugby team where different team members play particular roles and specialise in certain tasks, and it is impossible for any one player to win a match without the others.

    Many business teams would operate in a similar way, relying on individual team members to take on certain roles and complete particular tasks in order for the team to achieve its overall objectives. Think of a project team, where members have been appointed for their strengths in particular areas. New team members may join the team for specific phases of the project. If any one team member omits to perform his/her role the project may be at risk of failure.

    Whether you support Kossler and Kanaga’s definition of workgroups versus teams, or whether you believe there are just different types of teams, the most important thing is that you understand which type of team you have and hence how best to develop them.

    What kind of team do I have?

    The first thing to establish is whether you have a team at all, and then to work out how that team needs to operate. Consider the following questions:

    • Does the group you are thinking about have a clearly defined common purpose? In one or two sentences, what is it?
    • Is the team required to work together to achieve the purpose – do they rely on one another for specific skills or information?
    • Can the purpose be achieved without the members working together – in other words, will you get results through the consolidated efforts of the individuals versus a team effort?

    Developing Your Team

    Teams that are interdependent will benefit from team development initiatives that develop the relationships and build trust between the members. A coaching style of development will probably have the best effect with this type of team, giving team members the opportunity to work out and overcome challenges together using the strengths and skills within the team. The key question in this type of approach is ‘how can we operate better as a team?’

    Independent teams are highly likely to see this kind of approach as pointle

    Interior Cleaning for Car Rental and Truck Rental Agencies for Auto Detailers
    All mobile car wash companies and auto detailing firms should consider doing business with rental agencies, which rent both cars and trucks. It is fairly easy money and most vehicle rental companies need both the interior and exterior cleaned.Many car rental agencies and corporation have a Rent-A-Truck division to compete with Ryder, Penske and U-Haul. So there is ample work for a mobile car wash company or an auto-detailing firm with companies like Enterprise Rent-A-Car. We have also found that name dropping once you get a rental truck agency account will help you in sales with the Rent-A-Car Division and it will open doors with the Cars Sales Division and vice versa. Most vehicle rental agencies are willing to pay for ad
    member plays matches and wins or loses, and the result of each individual match has no direct impact on the performance of the next player. The team has nonetheless a shared purpose of winning the tournament.

    In business, sales teams often operate in this way. Each sales manager is responsible for sales in his/her own region and their day-to-day performance does not directly affect that of the other sales managers. The team has, however, a shared purpose, for example achieving an overall sales target of $5million, or increasing market share of product X by 5%. Team members can help one another by sharing information or best practices, but if they do not do so the purpose may still be achieved.

    Interdependent teams are ones where the members are dependent on one another for some skills, knowledge, information or other needs. To revert to examples from sport, think of a rugby team where different team members play particular roles and specialise in certain tasks, and it is impossible for any one player to win a match without the others.

    Many business teams would operate in a similar way, relying on individual team members to take on certain roles and complete particular tasks in order for the team to achieve its overall objectives. Think of a project team, where members have been appointed for their strengths in particular areas. New team members may join the team for specific phases of the project. If any one team member omits to perform his/her role the project may be at risk of failure.

    Whether you support Kossler and Kanaga’s definition of workgroups versus teams, or whether you believe there are just different types of teams, the most important thing is that you understand which type of team you have and hence how best to develop them.

    What kind of team do I have?

    The first thing to establish is whether you have a team at all, and then to work out how that team needs to operate. Consider the following questions:

    • Does the group you are thinking about have a clearly defined common purpose? In one or two sentences, what is it?
    • Is the team required to work together to achieve the purpose – do they rely on one another for specific skills or information?
    • Can the purpose be achieved without the members working together – in other words, will you get results through the consolidated efforts of the individuals versus a team effort?

    Developing Your Team

    Teams that are interdependent will benefit from team development initiatives that develop the relationships and build trust between the members. A coaching style of development will probably have the best effect with this type of team, giving team members the opportunity to work out and overcome challenges together using the strengths and skills within the team. The key question in this type of approach is ‘how can we operate better as a team?’

    Independent teams are highly likely to see this kind of approach as pointle

    Public Relations for New Enterprises
    Public Relations is generally an indefinite discipline and somehow quite an underestimate resource. Nowadays all organisations can benefit from good public relations and this is why business owners should be encouraged to take a good look at their market needs and the results they have without a PR expert. Behind every successful enterprise there is a PR consultant or a group of PR specialists.Let’s take a brief look at some reasons why new businesses should employ PR experts:1. To make a professional start.“It’s all about the image”, they say. And PR experts know that this statement is true. Many people underestimate the power of a good visual representation. In business, to make a professional start, one needs
    e for any one player to win a match without the others.

    Many business teams would operate in a similar way, relying on individual team members to take on certain roles and complete particular tasks in order for the team to achieve its overall objectives. Think of a project team, where members have been appointed for their strengths in particular areas. New team members may join the team for specific phases of the project. If any one team member omits to perform his/her role the project may be at risk of failure.

    Whether you support Kossler and Kanaga’s definition of workgroups versus teams, or whether you believe there are just different types of teams, the most important thing is that you understand which type of team you have and hence how best to develop them.

    What kind of team do I have?

    The first thing to establish is whether you have a team at all, and then to work out how that team needs to operate. Consider the following questions:

    • Does the group you are thinking about have a clearly defined common purpose? In one or two sentences, what is it?
    • Is the team required to work together to achieve the purpose – do they rely on one another for specific skills or information?
    • Can the purpose be achieved without the members working together – in other words, will you get results through the consolidated efforts of the individuals versus a team effort?

    Developing Your Team

    Teams that are interdependent will benefit from team development initiatives that develop the relationships and build trust between the members. A coaching style of development will probably have the best effect with this type of team, giving team members the opportunity to work out and overcome challenges together using the strengths and skills within the team. The key question in this type of approach is ‘how can we operate better as a team?’

    Independent teams are highly likely to see this kind of approach as pointle

    Managing Creativity - An Oxymoron! Not
    Interrogated on a beach in Barbados by friends insistent that there was little validity to my speciality, I have felt compelled to answer the most common objections in the field of Managing Creativity and Innovation.a) Managing Creativity and Innovation is an oxymoron!When ideas are required, leaders tend to herd people into a room with a flip chart and conduct (usually an ineffective) brainstorming session. Implicit in this action is an acceptance that certain techniques and processes can increase problem identification, idea generation and the elicitation of tacit knowledge.Structures such as the Hero's Journey are accepted as increasing creative output when idea streams (such as in screenwriting) are needed.
    p you are thinking about have a clearly defined common purpose? In one or two sentences, what is it?
  • Is the team required to work together to achieve the purpose – do they rely on one another for specific skills or information?
  • Can the purpose be achieved without the members working together – in other words, will you get results through the consolidated efforts of the individuals versus a team effort?
  • Developing Your Team

    Teams that are interdependent will benefit from team development initiatives that develop the relationships and build trust between the members. A coaching style of development will probably have the best effect with this type of team, giving team members the opportunity to work out and overcome challenges together using the strengths and skills within the team. The key question in this type of approach is ‘how can we operate better as a team?’

    Independent teams are highly likely to see this kind of approach as pointless. The key question for this type of team is ‘how can each of us perform better in our jobs?’ Job-related training is likely to be a much better approach so that all members can develop the same skills needed to contribute to achievement of the team’s goal. Of course, nurturing a culture where independent team members are willing to share tips and knowledge with one another is highly desirable and some team building to develop relationships can be very useful.

    In summary, not all team development initiatives will suit every type of team. Consider what kind of team you are trying to develop and whether training or team building is the most appropriate route for you to take. Whatever you decide, investment in developing your team will deliver benefits in the long run, but only if the development is appropriate to the nature of the team.

    © Allagi 2007. All Rights Reserved

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