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The Science of a Team

Doing the Right Things, at The Right Time, in The Right Way, for The Right Reasons

During a speaking engagement to a Fortune 500 company I told the story  of a Sales Manager who I knew, that gained invaluable insight regarding the importance of a establishing a strong team - during a health challenge, he’d experienced years earlier. The health issue came about very suddenly and consequently, the Sales Manager was faced with the daunting prospect of, finding the right team of specialists who could treat his condition and perform the life saving operation.

Thankfully, the Sales Manager was able to find a reputable neurologist who in turn, recommended a highly skilled surgeon whose primary practice was located in the world-renowned medical center in Houston, Texas. The Neurosurgeon had an excellent staff, which included an anesthesiologist, a tenured nursing, and recovery team, as well as, numerous highly skilled professionals who’d assisted in over 500 brain surgeries. Collectively, the team had over 70 years of experience providing care to patients in need of, this highly specialized surgery.

The initial surgery was a huge success because the Sales Manager was fortunate to have found the right people, doing the right things, at the right time. In fact, his surgery was so successful that less than six hours after he was awakened from the procedure he ate two meals before he went back to sleep. Upon seeing how well his patient was progressing, the attending physician cancelled all the normal physical and cognitive therapy usually required after this type of surgery. Thirty days into the Sales Manager’s recovery however, he experienced a severe setback. One which mandated that, he have the same surgery again. This time the results were without any post operative challenges and he experienced only a modicum of post operation issues. After a short recovery period, he returned ahead of schedule and lead a sales team generating over $20,000,000 in annual sales.

Three months after his second surgery, the Sales Manager spoke to a group about his experience and his appreciation of this outstanding medical team. After his presentation, one of his colleagues’ jokingly chided him by saying obtusely, “your talk was on the value of having the right people on a team but you had to have the surgery twice! It seems to me that if you had the perfect team, you would’ve had to have the surgery only once! The Sales Manager thought for a moment and then replied, "having the right people doesn’t mean, everything will always be perfect. However when problems and difficulties arise -having the right team of people whom you can deploy to improve the circumstance, exceed the goals and objectives or assist in changing the course of action is critically important. In my case having the right team of people, to do the right things, the right way, at the right time for the right reasons saved my life - twice!"

When you have the right team, perfection doesn’t happen often but magic occurs everyday. The reality is, whether you are chartered with, running a company or an institute of education, managing associates or an individual sales representative selling a particular product or service in the marketplace - it isn't brain surgery. However, the most successful Executive Leaders in business today, do understand, if they have the right people, doing the right things, the right way, at the right time, for the right reasons, they will experience fewer headaches within their company, their  team or from their clients and competitors. In addition, they will experience a more enjoyable and enriching ride as they navigate the path to high achievement, revenue growth, employee satisfaction and client retention.

Wishing you continued Growth and Success!

For questions regarding Leadership and Performance topics or to book Lee as a Keynote Speaker for your group he can be reached at LWNOVAK@COMCAST.NET or 832 567 8512. Articles in the Coach Novak series will not use actual names without permission.

More Stories By Lee Novak

Lee Novak is a twenty-five year Sales Management Executive who uses a proven people-first, client-first philosophy. Lee has a reputation for building teams that not only are high performance groups but also who do business the right way, at the right time and for the right reasons. He is the recipient of numerous awards for his sales leadership, innovativeness and measured performance, while working in various Executive roles at ADP Dealer Services (a Fortune 500 company in the technology and service sector) for twenty one years - where he was responsible for over $ 600,000,000 in revenue during his tenure. Lee is currently Partner at Novak Enterprise Consulting which focuses on Sales Management Coaching, Associate Development, Improving Sales Performance and Life Enrichment Coaching and he is a respected keynote speaker for corporate and award banquet events.

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