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Sysco™ Sales Leader
PowerBooster Series
Fatal Flaws Sales Managers can Make
Part 1
Confusing Communications and Ignoring Change
Five Fatal Flaws
1. Unclear or inconsistent communications
2. Failing to acknowledge or manage change
3. Not assessing Readiness level of team members
4. Failure to set clear goals and expectations
5. Poor time management
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agenda
thePoint

Quality communications and effectively managing change will directly
impact a team’s ability to perform.
thePlatform



Deliver a message so they get it the first time.
Effective communication is the responsibility of both the sender and the
receiver.
Leverage change for growth and success.
thePlan

How to put the concepts learned into real action.
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Communication Methods
Communication Method
Retention
Verbal
____%
Written
____%
Physical
____%
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Communication Methods
Communication Method
Retention
Verbal
10 %
Written
20 %
Physical
30 %
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Quick Tips to Deliver a Better Message
1. Know your objective.
2. Be clear, specific and concise.
3. State your point in 25 words or less.
4. Check for understanding.
5. Watch your body language.
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The “GF2Go” Company
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A Message to Deliver
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Listening versus Hearing

Listening is the process of receiving a message from a speaker,
internalizing that message to make sense of it, and then responding to it in
ways that show understanding of what the speaker means.

Hearing is simply the physical effort of taking in the speaker’s message, but
does not necessarily mean that the message was received, processed, or
responded to
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Types of Listening Behaviors
1. Paraphrasing
2. Reflecting
3. Clarifying
4. Summarizing
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Quick Tips to be a Better Listener




Eliminate distractions (i.e., cell phone, computer, Droid, Blackberry, iPhone)
Get rid of excess paperwork at your desk.
Know your blind spots – assumptions and prejudices.
Paraphrase, reflect, clarify, and summarize.
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Review


Deliver a message so they get it the first time.
Effective communication is the responsibility of both the sender and the
receiver.
12
thePlan

Capture one key thought or new concept that you will take back to the job
and implement.

Review your action plan with the person sitting next to you.
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thePlatform

Leverage change for growth and success.
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Fatal Flaw 2

Failing to acknowledge or manage change
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Are you good at Change?
Assessment
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Resisting Change
Emotion
Perception
Attitude
Reluctance
“I’m afraid of the unknown. I
don’t know what to expect.”
“I don’t see major changes
happening. Therefore
nothing is really occurring.”
“I’ve been here before. Most
changes are not for the
better.”
“I’m going to wait to see what
happens.”
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Communicating a Change Message
1. State the change
2. Payoffs
3. Support
4. Optimism
Be clear, concise, truthful.
Why the change?
How are we going to get there?
Be positive about the future.
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Communicating a Change Message
Example
1. State the change
“We are going to implement an automated sales reporting
system.”
2. Payoffs
“This system will allow you to better track your ongoing
account activity.”
3. Support
“There will be a training class and during the next 45
days we will begin phasing in the use of the reports
beginning with the major accounts.”
4. Optimism
“Other companies who are using this system have reduced
their paperwork time by 60%. This is going to make
everybody more productive.”
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Communicating a Change Message
Application
1. State the change
2. Payoffs
3. Support
4. Optimism
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Managing Change with Minimal Disruption



Walk the talk
Celebrate incremental successes
Document the positive impact
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Danger Signs to Watch





Distinct behavioral changes
Quiet team member becomes outspoken
Talkative team member becomes withdrawn
Clusters of team members form more frequently
(aka the “water cooler syndrome)
Early arrivers begin to come in late, later arrivers begin to come in early
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Fatal Flaw 3

Not assessing Readiness level of your team members.
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Situational Leadership
(R) Readiness Levels
R–1
LOW SKILL
R–2
LOW WILL
LOW SKILL
R–3
HIGH SKILL
HIGH WILL
R–4
LOW WILL
HIGH SKILL
HIGH WILL
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Situational Leadership
(S) Leadership Styles
R – 1 LOW SKILL LOW WILL
S - 1 Directing
High Direction
Low Encouragement
MA needs EXACT directions.
Demonstrate what you want
them to do.
R–3
HIGH SKILL LOW WILL
R–2
LOW SKILL HIGH WILL
S - 2 Supporting
High Direction
High Encouragement
MA needs specific directions,
but is willing to go solo.
Strongly encourage the efforts.
R–4
HIGH SKILL HIGH WILL
S - 3 Coaching
S - 4 Delegating
Low Direction
High Encouragement
MA has the skill now and mostly
needs encouragement to build
confidence.
Low Direction
Low Encouragement
MA has the skill and the will to
perform the task. Periodically
inspect their progress to
reinforce their behavior.
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Review
Five Fatal Flaws
1. Unclear or inconsistent communications
2. Failing to acknowledge or manage change
3. Not assessing Readiness level of team members
4. Failure to set clear goals and expectations
5. Poor time management
26
thePlan

Capture one key thought or new concept that you will take back to the job
and implement.

Review your action plan with the person sitting next to you.
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“When you are through changing, you are
through.”
- Bruce Barton
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