Team Work

In today’s sales work environment, there are often too many tasks to be handled by just one employee, especially when you work in cooperative sales jobs, which are not independent in the way outside sales people are. This is where being a team player comes in. While it’s still important for each person to do their job effectively, team spirit precedes over personal achievements and objectives.

1. Getting everyone to work together as a team sometimes sounds easier than it is, especially in sales, where personal achievement is so valued. To develop a team attitude, you need to state that you expect everyone to work together. The first stage of a team is called “forming.” In this stage, team members are positive and polite. You, as team leader, have the dominant role; the other roles aren’t clear to everyone else yet, which can make some members anxious and nervous. There will be discussions about how the team will work together and the accomplishments that are expected. Explaining how the job advances the organization and the team is helpful. Also explain how you expect the level of cooperation to increase.
    
2. Next is the “storming” stage, where your authority may be challenged as positions are jockeyed for and roles are clarified. Some members may feel overwhelmed by the amount of work, question the goals of the team or even resist taking on tasks. Problems may come up and you can set the example by not blaming team members when it happens. If you can move forward cheerfully, your team will react with the same positive attitude. You need to choose people for the jobs based on their abilities. Build morale where you can, which can inspire team members to react in a more positive and accepting manner to each other.
    
3. The “norming” stage is where a hierarchy is established. Your authority is respected and leadership qualities in other areas show up in team members. The team develops a stronger commitment to the team goal. This is when you reward team behavior over the individual’s personal focus. Having a reward for the whole team--for example, a lunch out in a nice restaurant--when reaching a goal will inspire everyone to do better.
    
4. During the “performing” stage, all the hard work everyone has been doing pays off. With the shared vision of the goal, delegate wherever possible. You should be able, at this point, to have a light touch and be able to focus on other goals and areas of work. If your boss notices your team is performing well, don’t take all the credit but let him or her know that it was a team effort.
    
5. Finally the “adjourning” stage is reached. The goals have been reached successfully, and it’s time to disband the team. This is when you celebrate evertyhing that was achieved.

Forming a productive team is not difficult, but it does take skill, dedication and hard work. By understanding what your team needs to do as a team, your team can move through all these phases smoothly and get the job done well.

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