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Gap International - Competition or Collaboration? Building Interdependence to Increase Sales Effectiveness

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Gap International's webinar on Interdependence as a key factor of breakthrough performance on teams and inside of organizations, and how it can impact effectiveness.

Gap International's webinar on Interdependence as a key factor of breakthrough performance on teams and inside of organizations, and how it can impact effectiveness.

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  • When we are thinking about how we will accomplish our outcomes, we don’t typically think about getting other people’s input. Working independently is so built in that it doesn’t even register to involve other people let alone people outside our normal circle. It’s as if we think we’re supposed to produce the result ourselves.

Gap International - Competition or Collaboration? Building Interdependence to Increase Sales Effectiveness Gap International - Competition or Collaboration? Building Interdependence to Increase Sales Effectiveness Presentation Transcript

  • Competition or Collaboration?Building Interdependence to Increase Sales EffectivenessJuly 20, 2010
  • Competition or Collaboration?
    Building Interdependence to Increase Sales Effectiveness
  • Send Us Your Questions
    Find the question pane
    Type in your question
    Click “send”
    To send questions:
  • Welcome
    Nancy Sloane
    Gap International
    Vice President, Performance Diagnostics
    Competition or Collaboration?
    Building Interdependence to Increase Sales Effectiveness
  • Factors of Performance
    Affinity/Connection
    Ownership/Accountability
    Five Factors of High Performing Sales Teams:
    Interdependence/Collaboration
    Purpose/Future
    Risk/Creativity
  • AFFINITY
    Depth and Quality of relationships
    Correlates to speed of execution
    PURPOSE
    Connection to the future of the organization
    Correlates to engagement
    OWNERSHIP
    Individuals see themselves as personally responsible for the team’s results
    Correlates to reliability for great results
    RISK
    Freedom or willingness to offer unproven ideas and take bold actions
    Correlates to innovation and creativity
    INTERDEPENDENCE
    Contribution of team members to each other as a routine way of working
    Correlates to high quality of products and services
    Factors of Performance
  • AFFINITY
    Depth and Quality of relationships
    Correlates to speed of execution
    PURPOSE
    Connection to the future of the organization
    Correlates to engagement
    OWNERSHIP
    Individuals see themselves as personally responsible for the team’s results
    Correlates to reliability for great results
    RISK
    Freedom or willingness to offer unproven ideas and take bold actions
    Correlates to innovation and creativity
    INTERDEPENDENCE
    Contribution of team members to each other as a routine way of working
    Correlates to high quality of products and services
    Factors of Performance
  • AFFINITY
    Depth and Quality of relationships
    Correlates to speed of execution
    PURPOSE
    Connection to the future of the organization
    Correlates to engagement
    OWNERSHIP
    Individuals see themselves as personally responsible for the team’s results
    Correlates to reliability for great results
    RISK
    Freedom or willingness to offer unproven ideas and take bold actions
    Correlates to innovation and creativity
    INTERDEPENDENCE
    Contribution of team members to each other as a routine way of working
    Correlates to high quality of products and services
    Factors of Performance
  • Agenda
    In this webinar you will:
    • Discover a new way to leverage the best talent and skills from everyone
    • Understand the mindset shift required to work interdependently
    • Participate in an exercise to begin building interdependence on your teams
  • Interdependence
  • Interdependence
    Webster’s Dictionary Definition:
    Mutually dependent; depending on each other
  • Interdependence
  • Collaboration?
    Example
    Competition
    Or
  • Interdependence
  • Impact of High Interdependence
    LargerDeals
    Interdependence
    Shorten Sales Cycle
    Innovative Solutions
    New Markets
  • Impact of High Interdependence
  • Question & Answer
    Competition or Collaboration?
  • Mindset Shift
    Why isn’t everyone interdependent?
  • Mindset Shift
  • Mindset Shift
    There is a mindset shift required to build interdependence
  • Mindset Shift
  • Mindset Shift
  • Mindset Shift
  • Mindset Shift
    You are independently accountable for the outcome
    The outcome is produced interdependently
  • Mindset Shift
    Whose input or ideas will make a difference?
  • Mindset Shift
    How do I produce the best possible result?
    How do I get this done?
  • Mindset Shift
  • Building Interdependence
    How can you increase interdependence?
  • Building Interdependence
  • Building Interdependence
  • Building Interdependence
    Write down something you are working on – something that is currently challenging for you.
    Make a list of the people you would normally speak to about similar issues.
    Make a list of people who you typically would not talk to.
    Picture having a conversation with them.
    Meet with them.
  • Building Interdependence
    The objective:
    To gain thinking, ideas, knowledge and different perspectives
  • Building Interdependence
    There is no right answer.
  • Example
    Competition
    Or
    Collaboration?
  • Question & Answer
    Competition or Collaboration?
  • Increasing Performance
    Affinity/Connection
    Ownership/Accountability
    Five Factors of High Performance:
    Interdependence/Collaboration
    Purpose/Future
    Risk/Creativity
  • Increasing Performance
    1
    1
    2
    202
    219
    8.4
    189
    12
    8.2
    8.1
    7.9
    157
    7.3
    129
    52
    6.3
    225
    8.5
    200
    8.0
    175
    Trading Profit Growth (%)
    7.5
    Performance Diagnostic
    150
    7.0
    125
    6.5
    100
    2006
    2007
    2008
    2009
    2005
    Deloitte “Best Company” Ranking
    Operating Profit Growth (2004 Baseline)
    Performance Diagnostic Results
  • Key Points
    Interdependence is a way of working that leverages multiple people’s thinking to produce the best result possible.
    Interdependence happens when people are open to the input of others and actively seeking out each others’ perspectives, knowledge and expertise.
    Interdependence requires a mindset shift from “how do I get this done?” to “how do I produce the best possible result?”
  • Thank You
    Visit our website: www.gapinternational.com
    Call an expert at Gap International: 610-328-0308
    E-mail an expert at Gap International: pdwebinar@gapinternational.com
  • Competition or Collaboration? Building Interdependence to Increase Sales EffectivenessMarch 4, 2010