“If you are a leader, the true measure of your success is not getting people to work. It’s not getting people to work hard.
It is getting people to work hard together. That takes commitment.” John C. Maxwell
For the sales leader in a winning sales culture, closely related to the attribute of people orientation is collaborative expertise. While some tend to differentiate between collaboration and teamwork, I would propose that these are so closely related that they are one and the same for our purposes. Collaboration is required both within teams and among them, to achieve optimal effectiveness in business, or any endeavor involving a group of people for that matter. And, the foundational groundwork for effective collaboration are the following:
- Communications capability
- Interpersonal competence
Let’s first briefly assess each of these elements and come back to our review of collaboration.
As for communications capability, candidates must be articulate and well-spoken in expressing their points of view and for delivering key messages. Furthermore, the ability to make a presentation or give a speech is an important and necessary capability but is not entirely sufficient on its own. What I mean is that we are looking for the candidate who can also engage with individuals or groups and connect in one-on-one conversations with effective interactive dialogue. Furthermore, good communication is about more than just the spoken word, involving a keen sense of the meaning of what is said and, importantly, that which is tacit and unspoken. Moreover, it’s information conveyed with one’s eye contact and body language, and having the perception to read that of others as well. Perhaps the most fundamental element of truly effective communications that of listening and confirming understanding on what information is in fact truly being transmitted and received in a conversation.