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Top Teams:Why Some Work and Some Do Not(pdf 22page)

  • 大小:150 KB
  • 语言:简体中文
  • 类型:销售团队
  • 下载次数:9205
  • 更新时间:10-14 16:07:07
  • 名称:
  • 应用平台:|WinXP|Win7|WinAll|
资料介绍
MeetMartintheChiefExecutiveOfficerofaglobalpharmaceuticalcompany.
Martin(nothisrealname)isa15-yearveteranofthefirmaconsistent
highperformerpersonallyandanundisputedleader.Hiscolleagues
describehimashard-hittingdrivenandcharismatic.Thecompany’sstock
pricejumpedeightpercentthedayhewasnamedCEO.Howeveraswewill
seedespitehismanyattributesheisanineffectiveexecutiveteamleader.
Martin’stopteamhas15membersincludingalltheglobalbusiness-unitheads
andseveralfunctionalleaders.Thegroupgathersmonthlyforafull-daymeeting
sometimesatheadquartersoftenatoneofthecompany’smanyworldwide
locations.
Martinkicksofftoday’smeetingwithajokethenlaysoutapacked17-item
agenda.FirsttospeakistheheadoftheAsia/Pacificdivisionwhoupdatesthe
grouponhernumbersandanswersMartin’squestions.Afterhertwo-hour
presentationtheotherteammemberseachdeliverasimilar“silobriefing.”
Almostnoonepaysattention.Vibratingcellphones—“Noringingcell
phones!”theCEOhasdecreed—alertseveralteammemberstocallswhich
theyexcusethemselvestotake.Othersreadfaxesandmemos.Nospeakeris
offendedbecausetherealdialogueisbetweenMartinandthepresenter;team
membersrarelycomment.Infacttheyhavetacitlyagreedthatnoonewillask
challengingquestions.Ifyoudon’tmakemelookbadIwon’tmakeyou
lookbad.
WhenateammembersayssomethingMartinlikeshisfaceradiatesapproval:
Nowthere’sateamplayer.Whensomeonedisagreeswithhimhisbodylanguage
saysitall:Ineedtotalktothatguyinprivateandstraightenhimout.
Martinisunsettledwhenthemeetingbreaksat11intheevening.Itwasthe
samebloodbathasalwaysoncapitalexpenditures.Alltheycareaboutis
“HowmuchoftheCapExbudgetamIgoingtoget?”Whataboutthebig
picture?
Teammembersjet-laggedandrunningoutofenergyalsofeelfrustrated.I
flew16hoursforthis?WhatlittleIcontributedtodaycouldhavebeendone
byphoneoremail.ThestrategicissuesIcareaboutgotburiedontheagenda
andweneverevengottothem.AndIstilldon’tknowwhatpieceofthe
Cap-ExpieI’mgoingtoget!…………


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