Internal Communications…And Trust...Are More Critical….Now

By Sid Chadwick

“…a lack of trust will see brittle, often tentative execution of even the best laid plans. Nothing compensates for a lack of trust....Trusted personal relationships are the foundation for effective….teams.”………Gen. Jim Mattis, Call Sign Chaos, p. 240.

INTRODUCTION:

How do we develop Trust….?

If… your subordinates…if the Team…doesn’t know:

1. What part of “The Plan” we are on…this week…this month….
2. What our big, long-term Goal is…and why…
3. Where are we… relative to “The Plan”….at this time…..
4. If your Plan’s communications to your Team tends to be about a month… or two… behind what’s really happening now….

…then your Plan has little relevance…possibly…to anyone…. and like it or not, reflects on The Plan’s developer/owner

I’d asked a high-performing client and Business Development Director Peer Group Member to provide  my Adm. Asst. -- a Plant Tour.

At the end of her Tour,  he introduced her to a view of his office, and particularly his “Office Whiteboard”, including Sales Team Objectives and Goals, which are updated, weekly.

Goals for this year include initiatives like…

1. Number of Cold Calls…this month.
2. Number of new products and services… that were ordered… from current customers…
3. Number of Top Ten Account Periodic Business Reviews… conducted so far this year….(including follow-up written Reports).
4. Number of Referrals…this month…and Y-T-D.
5. Number of 1^st and 2^nd Appointments….from Referrals……
6. Number of New Accounts… with orders exceeding 5 figures… Y-T-D…..

Is it any surprise that revenues are running well ahead of both 2019… and 2020…?

Summary:

Is it any surprise that employees from all his company’s departments find excuses… to visit his office… about every two-to-three  weeks…to catch a quick look at his Whiteboard….to see… “Where we are on this year’s Goals and Plan”…?

I offered “early-on” -- that this Plan was for the Sales Team.

From what you’ve  read, whose Plan has this Plan…become….?

“It is only by introducing the young to great literature, drama and music, and to the excitement of great science… that we open to them the possibilities that lie within the human spirit – enabling them to see visions… and dream dreams”……….Eric Anderso