I live in Kansas City and, as you can imagine, this town is baseball crazy right now. Last week, I went to the grocery store on the opening day of the World Series and you would’ve thought everybody was heading to Kauffman Stadium. Absolutely EVERYBODY was decked out in their Royals gear. It’s been 29 years and the Royals are finally playing in the post-season again, having made it all the way to the World Series!
What’s interesting about this Royals team is that there’s nary a household name in the bunch. Sure, people that follow baseball know that there are some very talented players on the Kansas City roster, but there’s nobody with the superstar cache that transcends their sport. And that is reflected in how they play. The wins the team strings together are truly a team effort. A strong bullpen, a great defensive outfield, a high number of stolen bases and clutch hits in extra innings – the Royals have been finding ways to win. They have most certainly been capturing the power of the collective.
At EcSell Institute, we talk a lot about capturing the power of the collective. Essentially, it means creating an environment where each person can contribute to their highest potential, which in turn, makes the team greater than the sum of its individual parts. Few companies and few sales teams have a superstar who can do everything well and carry the team to greatness. Instead, the best organizations and sales teams, like the best baseball teams, are made up of individual with different, but complementary strengths. No one person can do everything and it’s not necessary. The power of each person’s unique contribution can lead to a team that can do it all.
As you are hiring people for your team or managing the sales team you already have, think about the pieces of the puzzle you are missing to capture the power of the collective. Are there some necessary strengths that you are missing? Can you better leverage certain individuals who may have these strengths? Do you need to go outside to hire someone who to fill in the missing strengths? Do you encourage collaboration in a way that allows people to bring their individual strengths to bear in the most significant way?
Ultimately, we hire people for the unique strengths they can bring to our team. But to capture the power of the collective, we then must position people to leverage those strengths to their maximum level and create a collaborative environment where different strengths can come together toward a common goal. That is what it means to build a championship team. That is capturing the power of the collective.
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