The question plaguing CEO's and sales managers around the country today is, "How do I get my team back to work?" After the tragedy that has gripped us for the last week, what is the best way to help our people and companies return to normal, productive life?
For help, I turned to my friend and colleague, Dr. Robert Routolo, whose thirty years of experience helping fortune 500 companies through difficult times makes him the perfect resource. Bob suggests that we organize a three step process for helping our people make the transition back to normalcy. His three steps, recognition, reflection and refocusing form a structure that will help us help our people, our companies and our nation.
Recognition Bob said, "Every person has been impacted by this tragedy on some level, and as CEO's and managers we must recognize that." We can't ignore what has happened and just go on. We must be the ones to bring it up, even if it is uncomfortable to do so. Dr. Routolo recommends that you start a meeting by recognizing that each of your people has been affected in some way by the events of the last week and that you understand that this has been a difficult time.
Reflection Once the topic is on the table, make time for reflection and sharing. Allow a few minutes of silence for each one to think about the events and the losses in their own way. Grief is a personal process and the silence respects their individuality. Next, allow time for sharing. Some will tell of those they lost. Others may express their reaction to the events. For many, telling their story is an important part of moving on. For others, just hearing that coworkers share their feelings will help them know that they are not alone.
Refocus The tragedy itself has created new reasons for us to refocus our efforts. Our families need normalcy to regain perspective. Our companies need revue to pay our workers and avoid layoffs. Our nation's economy needs to be kick started to avoid letting the terrorist win another victory. Since nothing happens until something is sold, sales people have the opportunity and even the obligation, to get back to work. Remind them of the tasks at hand. Build lists of action items that can be done this week. Set new goals and get new commitments to achieving them.
As a leader, you have a great opportunity this week to help your staff more forward. They need your help just like you need theirs. Leadership is in demand. Rise to the occasion!
For a free copy of the "10 Steps for Handling a Sales Crisis" email article1@waterhousegroup.com and ask for article #1
Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits. He can be reached at 1-800-57-LEARN or steve@waterhousegroup.com.
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