Strategic Thinking by Andy Bruce

Author:Andy Bruce
Language: eng
Format: epub
ISBN: 9780756662578
Publisher: DK Publishing
Published: 2009-08-19T16:00:00+00:00

Encourage debate on priorities to help focus the team.

Adapting to new emphasis

A shift of emphasis can often lead to changes in the way that team members work. In this case, Jane acted promptly when she realized that Derek was having problems in his new area. By arranging extra training and help, she was able to give him confidence and he adapted well to his new area of responsibility.

Case study

Having agreed with her team to choose a new area of emphasis, Jane, the manager, was aware that one of her team members, Derek, was not entirely happy. The change meant that he would be selling to retailers rather than to the distribution customers with whom he had been working for a while. When his performance began to suffer, Jane called Derek into her office at a time when she knew they would not be interrupted and asked for his concerns. He admitted that he felt he knew very little about the retail business and was not confident about his ability to improve sales. Jane was then able to send him on a familiarization course. She also organized a good customer to spend time with Derek explaining the details of retailing. Derek soon got his confidence back, and his sales figures improved dramatically.

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