Making Perfect. Teri Ann Lindeberg

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СКАЧАТЬ want:

      • To help with the creation and roll-out of new services.

KEY ACCOUNT MANAGEMENT (KAM)

      “I have already taken on Pharma, but also KAM – more client work, but not sales”…”KAM for some companies – to provide more services to the company and to be a Director for some clients”…”KAM role, to work with clients directly, but does not want to do BD”…”BD, client work as an add-on, but not cold calling, but more client management, sometimes there are misunderstandings between the Director, client and the Consultant, so there are more communications between the client and the Director instead of the Consultant and the client”…

      Here we go again: the desire to have Key Account Management without having to take on cold calling/sales responsibilities. As mentioned before, this slightly conflicted with our operational structure. However, at the time it seemed, on the surface, relatively easy to re-configure such a structure so that it would benefit all. This issue and how to make it happen with a balanced solution really sent my mind racing.

      Without question, the team expressed a huge demand to create the KAM role, indicating to me how important an issue it was for them. So much so, that not only did I have to just acknowledge this desire but also really spend energy on what the specifics of the role would be and when it would be created and implemented. This was something to work on, and carefully decide upon, in order not to undermine the incumbent structure’s advantages but, also, appease the demands of the employees.

      Employees want:

      • To give clients the best service they can;

      • To have a maximum share in the most interesting parts of the job; and

      • To grow and develop.

TEAM LEADER

      “Satisfied right now, but in future to share experiences with new hires, to be a team leader motivating them”…”Would like to be a team leader, teach new team members, mentor and then be responsible for them”…”I think we do not need team leaders, only mentors”…”Increase activity of Consultants, leading them, coming up with better processes for them and to be more professional”…

      Here is another pattern that was readily identified and is easy to implement. I do believe this would be highly beneficial for the team and company.

      I am really impressed with the number of employees that want to train and mentor other staff members. To me it shows real team spirit and willingness, with selfless desire, to want to help others.

      In most sales organizations, including ours, team members are always competing for the top spots, the highest numbers and the best results (KPIs). The replies to this question, and to other previous questions, make it clear to me that a great majority within our team care deeply about our company, its growth and success, and not just their own personal aims. I am quite touched by this.

      Employees want:

      • To train, mentor, supervise, and lead new employees.

INDUCTIONS

      “Induction trainings”…

      Properly inducting employees, and in a quick manner, is an extremely important part of our success. If we can make someone happy through their participation (albeit, likely limited) in our induction process, which may also benefit the company, I see no reason not to do so.

      I made a note to follow up with the potential inclusion of some employees into the induction trainings.

      Employees want:

      • To help introduce new staff to the company.

MORE WORK

      “I can take on more vacancies, now it is boring and I like to be overloaded”…

      With this employee, I felt sincere empathy as I also love to be busy and stretched to the limits of my capabilities – that is why I make sure that I always am. However, in this case, there was not a lot I could do at the time given the slowdown in our business which, in turn, was attributable not to our performance but to the recession that adversely impacted hiring and our industry. Only an economic recovery, which takes time, will remedy the situation and help allow this employee to work at the rate she so desires.

      However, as this was a very good producing employee, I did make a note to speak to management about the possibility of re-directing some of the upcoming vacancy distributions toward her.

      Employees want:

      • To be busy; and

      • To have a lot of work.

MARKETING-RELATED ACTIVITIES

      “Organizing exhibitions, round table organization, assisting marketing”…

      I believe, once again, that it would not take much effort on the company’s part to include this person, who is part of the recruitment team, in a future marketing-related meeting. I made a note to do so. I see little downside in this as she may have some great ideas or, perhaps, just lend solid organizational skills to the efforts of the department. This is a very small gesture, and in turn, we would likely make a team member happy.

      Employees want:

      • To be involved in marketing-related activities.

TEAM-BUILDING

      “I used to make a Staffwell newsletter and loved this, maybe for a team-building event we can do this again”…

      I thought this was a good idea and it was one that I had recently been thinking about myself. It is a no-cost endeavor, if done electronically, save for a few hours of everyone’s time throughout the year. As it does bring everyone together in a fun way, I agreed that this can be seen as a team-building activity.

      Employees want:

      • To bring fun, team-related activities to daily work-life, on occasion.

      Chapter 6

      How Can The Company Enable You To Make Fuller Use Of Your Capabilities And Potential?

      I thought this was a good question as it attempts to uncover the problems the company might have that may be limiting people from performing better.

FREEDOM AND TRUST

      “Now I have everything, even in this crisis with the salary default, what is important that I have freedom to create things, to open new offices and I can save us money”…”I am self-motivated, just for the management to trust me more, to let me fly more”…

      The two people commenting here are valuable assets to the company. If it would help them develop more trust, respect and faith in their abilities, and in what they can achieve for the company, then I feel we need to provide them more space for creativity.

      In addition, I believe that these two people were, in their own way, telling me that they were motivated to do and achieve more for the company. I took this as only good news and I am excited to see their potential developed.

      Employees want:

      • To be trusted;

      • СКАЧАТЬ