Revisiting the Notion of Teamwork
July 1, 2004

Have the life changing events of the recent past impacted you at all? Of course they have. Are there any specific events that have really made an impression? I can cite two that have made a large impact on me. They both relate to the notion of teamwork, and its incredible impact on the performance of an organization.

First, I observe the groundswell of support for our President within our blessed country. Second, I observe the impact of a new coach on a professional football team. I fully realize the importance of the former, although both have a place in this particular article.

President Bush has rallied the American public, indeed the world's population, around the need to come together and eradicate terrorism. It doesn't matter what political party you belong to, if at all. What matters is that the American public has been asked to work together for a common cause. The sense of urgency has pulled us together and asked us to not only affirm our shared values, but also act upon them.

We have been placed onto a common playing field, and we have been asked to work together as a team. At the same time, we are implored to continue living as usual, to pursue our fundamentals and daily activities with commitment and courage.

Butch Davis was named head coach of The Cleveland Browns earlier this year. He took over a team that struggled through its first two years of "rebirth" in the NFL. As of this writing, the Browns are 4-2. True, the season is long, and the Browns may not be able to maintain this winning record throughout the full 16 game season. However, what has impacted me is the way that Coach Davis has taken many of the same players from the previous season, adding a few as well, and created an attitude that has translated into a stone-edged will and excitement on the football field.

I watch Butch Davis carefully on the sidelines, almost as much as the action on the playing field. I watch President Bush carefully, gaining confidence and spirit and looking for ways that I can help our country become safer and secure against terrorism. Both are leaders, and both have rallied their troops, literally and figuratively. Interestingly, we may not know the ultimate results of either person's leadership for many months, if not years. However, they have created a vision that their "teams" have rallied around. They have infused the "notion of teamwork" into their teams.

Now, within the context of a sales and marketing organization, what impact can you have as a leader/manager within your own company? While a sense of urgency and survival can galvanize citizens, can we discover and emphasize qualities within ourselves that pull our employees together, focusing them on a common vision? Can we provide them a clear path, and an understanding of how their contributions fit into the success of the whole organization?

I suggest that the answer is a resounding "yes." I suggest that each manager look at the qualities on display from our leaders, and consider the incredible benefits that, when acted upon, a leader can derive when he pulls his people together as a team.

Teamwork was identified in a recent industry study as a 90% predictor of high performance and associated profitability when present in a sales organization. If we can create the vision of what we want, and clearly define the path and building blocks for achieving this vision, I suggest that the associated teamwork will make the organization achieve far more than if it relied on the efforts of a small number of "superstars."

At this most difficult time, look at those around us who are enabling our teams, whether made up of football players or entire populations, and find the qualities within yourself that will "rally your troops." Let's turn what some may see as adversity into a catalyst to create leadership and teamwork that will translate into achievement beyond what any of us can imagine.

Let's revisit the notion of teamwork within our own organizations. It works.