Picture source: pigskinliquor via Flickr
A friend (let’s call him John) who’s a Sales VP of a MNC organized a sales retreat conference for his team of 20 staff members. I was engaged as a facilitator to provide teambuilding workshop on the second day after the first day of long presentation amid the hill top of a luxurious golf resort in the southern part of Johor, West Malaysia.
Like always, the teambuilding ended in high spirit. During dinner, John seems troubled as he was unusually tranquil.
“How do you think the day went?” I asked.
“Oh, I think it went well…the folks seems charged up for the year ahead…but…” His tone was tapering to a whimper.
“But you think…?” I sensed a great concern lurking.
“Every year’s the same…we end up highly motivated, charged-up but it don’t seems to last the race…” He lamented.
“But you know the problem?”
“I don’t know…I mean I know but not sure if it’s true…” John was getting hype up in confiding…
“Try me. I am keen to know what you are not sure about…” saying while staying with him at eye level.
We took our drinks and walked towards the balcony over-looking the golf course, we leaned against the edge of the balcony ledge; as if we are afraid of anyone might eavesdrop on our conversation, John said:
“Allen, frankly, I am not sure whether all these teambuilding works for my people anymore…Don’t get me wrong, I think we need such motivation and coming together from time to time, moreover, my guys enjoyed it and it’s good to reinforce the importance of mutually supportive relationship. But I am sensing that we are missing something…some critical intervention…maybe something to do with our sales leader.. . ” He was referring to his six sales directors who work very closely with the sales managers and associates that are accountable to about 15% of their group revenue.
“I am keen to learn about your observation…” I realized the opportunity to have him tell me more of what he does know.
He look over his shoulder twice as if to make sure that no one was behind us, he went on to said: “Having work with them for more than 3-4 years, accept for Paul who joined us early this year, I can confidently say that they are good with driving numbers and making sure that the folks perform to expectation.” Referring to the sales directors who eventually will step up to take his mettle.
“So what’s your concern?” I threaded carefully and continue to look into his eyes…
“My concern?! Yes, I am not sure this is a concern but I am in fact less worry of them performing in terms of driving numbers per se but more worried for them relating and leading their direct report and people…” He was fiddling with beer mug on his right hand while sharing…
“Is that truly your concern?” I took risk in probing deeper.
“I am quite sure…in fact, many of my second tier managers had threaten to walk out just a few months ago…and the HR report shows that compensation wasn’t the main culprit.” John’s tone turn from serious to flat deadpan.
“So how do you intend to address this?” I somehow knew he might have an idea.
“That’s where I am not sure…you?” somehow he thought the same.
We spent sometime talking about coaching and leading people. We thought may be it would be timely to help the key leaders to identify their critical roles in leading the people to not just perform to their maximum potential but learning to lead others.
“Let’s organize a morning jog tomorrow before the nine-hole outing.” I suggested but to John’s amusement.
“Morning run?! What for?” he responded with suspicion.
“Trust me, you guys are going to enjoy the golf game afterwards…” I said confidently.
I remembered we spoke further on the idea and he still wasn’t sure the potential of bringing the message across to his people, but relented anyway. The next morning, we gathered as planned. The team was grouped in 3 with a fair-mixed of sales director and managers. A planned route of about 1.5km bordering the scenic view of the course garden wing. After some stretching and warming-up, the team was briefed on the route and I said:
“Go ENJOY the run TOGETHER and we shall gather for breakfast after this…” with tonal emphasis on the bolded.
As they set-off, John and I was heading toward the cafe set amid the garden wing awaiting their return. Not to my surprised, an athletic-looking sales associate arrived under 10 minutes followed by others in ones or pairs. Paul’s group was the only group of three that stayed together throughout the course. After some quick warm-down and water to quench thirst, we sat down in circle to have a debrief.
“Damien, you came in first. Tell us how was it for you.” I guessed Damien would be the most ready to share.
“I enjoyed the run. The air’s fresh, cool, nice surrounding and 1.5km is no problem for me, you know.” Damien professed with a wide grin.
“I am sure you do, thanks Damien. Who’s with Damien’s group?” I turn the attention back to the group.
“We couldn’t catch up with him…he’s too fast!” a lady by the name of Steff half-protested…”Luckily, Tony wasn’t!” referring to a senior sales director perhaps in his early 50s in the same group.
“I am an old man you know…” Tony followed-up with much laughter from the team and some nodding of heads…
“How about you Paul? Your group came in last but seems to be having fun and not breaking a sweat…” I turn to Paul’s direction.
Paul, looking rather embarrassed, responded: “I actually asked Steven and Judy to go ahead without me so that they finish the run early. But they decided to keep with me and we really ENJOY the run TOGETHER.”
“Did you?” Now facing the group to garner their response.
“WE did. It was fun running at an easy pace and being supportive of each other. We chatted along the way and enjoyed the company. In fact, we did so with much ease that the distance seems too short when we arrived…” Judy shared with obvious agreement from Tony and Steven.
“Yeah, for someone who’s hardly out in her jogging shoes…” Steven was jibbing at Judy pointing at her very new looking bright yellow sneakers.
“Thanks for the insight Judy and Steven. I would now like to invite you to note down three questions for your reflection later during your nine-holes…” I urged the team to take note.
“Firstly, what could we miss-out when Personal Performance took precedence?”
“Secondly, what else is important besides Performance?”
“And not least important, is Leading meant just Performing? If so, why? If not, how?”
John told me later they have one of the most enjoyable round of nine-holes that morning after a hearty breakfast. The folks continued to stay with the same group during their golf rounds and some of them even skip golf just to continue their sharing after breakfast. He wanted me to continue the work that we have just started with the sales leaders. As for the team, I was told that they organized bi-monthly run every alternate Friday evening – Together.
Points to Ponder:
1. Leading from behind, the view can be quite astonishing.
2. Guiding from the wing, the conversation can be quite engaging.
3. Coaching from within, the sense can be quite satisfying.
