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What helps to build a successful team?

Leaders know that strong teams help create successful businesses. Today’s employees are astute, well informed and take a genuine interest in company values and its standing within the market place. Businesses therefore have a duty to give these employees the same consideration – resulting in mutual benefits such as improved employee engagement, loyalty and job satisfaction.

How do you develop your people to get the best out of them?

At Sandler we believe that team (and personal) success is found in three key areas – behaviour, attitude and technique (referred to as the Sandler Success Triangle).

Attitude: the belief of your employees that they will ultimately become successful in what they do. Leaders have a responsibility to develop the self-belief of their people and their mindset towards the company. Do you consider the attitude of the people in your team and the culture in which they operate? By doing so, both parties will reap the benefit.

Behaviours: what actions, if done on a regular basis, will enable the team to reach their goals? For a sales team, this might be asking for referrals at the end of every meeting, for a manger it could be holding weekly catch-ups on progress.

Success is usually connected with accomplishments or results, but what makes these achievements possible? Part of creating success within a team is to identify the daily, weekly or monthly behaviours individuals require and to hold them accountable.

Techniques: the skills needed to carry out behaviours and get results. If an employee is doing the right behaviours but they’re not getting the desired results then it’s most likely a technique issue. How are you working with your teams to identify gaps and help them refine and develop their skills?

Typically, businesses recognise the need to develop the skills of their people, but if we think of the Sandler Success Triangle as a three-legged stool, all three areas: attitude, behaviours and techniques must be worked on consistently – otherwise the stool will become unbalanced! Managers owe it to their people to develop them within their roles. Commitment to all three of these areas - through ongoing coaching, training and mentoring will help to make a team – and business, successful.


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