Personal Success Section
Working Well With Others
By: Brian Tracy
A 20-year study at Stanford University examined the career paths of thousands of executives to determine what qualities they either had or developed that enabled them to move ahead the most rapidly. Researchers concluded that there were two primary qualities that, more than any others, were indispensable for men and women who were promoted to positions of great responsibility.
The first quality was the ability to function well in a crisis. It was the ability of the executive to keep his or her cool when the company or the department faced serious challenges or setbacks. It was the ability to calmly analyze the facts, gather information, reach conclusions, make decisions, and then mobilize the other people to respond effectively and solve the problem.
However, this quality, the researchers found, could be tested only in a real crisis. It was not possible to create a phony crisis to tell how well an executive would perform.
The second quality that was identified among the fast-trackers was the ability to function well as a member of a team. This tendency toward cooperation rather than confrontation was evident early in a person’s career. It was the primary quality that senior executives looked for and rewarded the most. The ability to be a good team player inevitably led to greater and greater opportunities to function as a member of more and more important teams. In fact, teamwork is so important that it is virtually impossible for you to reach the height of your capabilities, or make the money that you want, without becoming very good at it.
You can make the decision to be an excellent team player in everything you do at work and at home. Your aim should be to seek out every opportunity to demonstrate your ability to contribute to the success of a group of people in accomplishing large objectives. And you can start right where you are.
Let’s start off with the definition of team. A team is two or more people who combine their talents and abilities to accomplish a specific goal or series of goals. A team, by definition, is made up largely of equals, men and women who are different only in their areas of skill and who are peers when they sit down together as a work group.
In this sense, you and your spouse are a team. You and your coworkers make up a team. When you volunteer in any charitable organization, all the people you work with are members of a team. If you have a social circle and you plan activities together, you are functioning as a team.
A team is formed to take advantage of the power of synergy. Synergy means that the total is greater than the sum of its parts. For example, let’s say that four individuals working alone will produce four units of work; when they are combined as a team, the four individuals may produce five or six or eight or even 10 units of work. Many jobs simply cannot be done by one person working alone, whether it’s carrying a heavy box or carrying out a major corporate project. A team needs to be formed whenever the task at hand is greater than the capacity of any individual working alone.
Over the last few decades, the concept of teamwork has evolved rapidly. We came out of World War II with a “command and control” mentality. Most of the heads of American corporations, large and small, had been military officers, of various ranks, during the war. They brought their training into the workplace. Their approach to management was the hierarchy or pyramid style, with the president at the top, the senior executives below him, the junior executives below them, and so on, all the way down to the workers and support staff who made up the base of the pyramid. The orders traveled in one direction: downward. Information filtered up slowly. People were expected to do their job, collect their paycheck and be satisfied. However, two forces have converged to transform this approach to management dramatically. First is the rapid rate of change and the increasing complexity of even the smallest business operation due to the advent of the computer age. Everyone has critical skills and knowledge that are necessary to many other people if the job is to get done on time and to an acceptable standard of quality.
For example, in our office, our receptionist has been promoted to the position of “front-office manager.” Some years ago, when I started in business, the job of the receptionist was to answer the telephone and direct the callers to the appropriate people. Today, however, her job is far more complicated and, therefore, more important. Since she is the first contact that most customers have with our business, her personality and temperament are extremely important. The prospective client who telephones begins forming an impression of us the instant that the telephone is answered. Then, because our companies are doing so many things, she must tactfully ascertain exactly how the caller may be best served and who is the best person in the company to direct the telephone call to. In many cases, there are requests for further information, and follow-up telephone calls go through our front-office manager. Her ability to handle these calls effectively, to direct calls to the right people, to take accurate messages, and to act as the core person in a network of communications, makes her job so important that it is essential that she sit in on all staff meetings and be aware of everything that is going on.
Your job in your company also requires that you know a lot about what is going on everywhere else, as well as be thoroughly conversant with what you do. And the fastest and most accurate way of keeping current with what is going on is to develop and maintain a network of contacts, an informal team of people within your workplace who keep you informed and who you keep informed in turn.
The old methods of command and control now exist only at the old-line companies, many of which are fighting for their very survival. Today, men and women want a high degree of participation and involvement in their work. They want an opportunity to discuss and thoroughly understand what they are doing and why they are doing it. People are no longer satisfied to be cogs in a big machine. They want to have an integral role in achieving goals that they participated in setting in the first place.
Being a team player is no longer something that is optional. Today, it is mandatory. If you want to achieve anything of consequence, you will need the help and cooperation of lots of people. Your main objective is to structure everything you do in such a way that, because you are constantly cooperating and working well with others, they are continually open to helping you achieve your goals as well. Now, the major reason why teams do not function well, and why people end up not making their full contribution to the success of the teams, is lack of clarity. All the studies of team building and team development focus in on the importance of everyone’s being absolutely clear about what the team is trying to accomplish. This can be in the form of a goal or objective handed down by senior management, or it can be the result of discussion and participation by the various team members. In any case, everyone must know what is to be done, to what standard, by what deadline, and what the roles and responsibilities of each team member will be in the achievement of that goal.
One of your key concerns is to be absolutely clear about exactly what is expected of you. If for any reason you are not sure, bring it up and ask about it until you have no doubt whatsoever. Then get busy, do exactly what is expected of you, and do it well.
Remember, in all your interactions with your team, your role is to be supportive and helpful. Your role is not to challenge, criticize or argue, but to look for solutions and for opportunities to help other people make their maximum contribution as well. When you sit in on a team meeting, you are “onstage.” Everyone is watching you. The best team players I have ever seen are those whose comments to the other members of the team are in the form of suggestions on how things can be done better. The best team members are always offering to help other people after the meetings to get on top of some aspect of their work. This focus on collaboration and cooperation is seen by everybody and marks you as a person to be both liked and respected. Many men and women have kicked their careers into the stratosphere by taking on a small responsibility and doing such a good job with it that they came to the attention of important people both inside and outside their organizations.
For example, some years ago, the chairman of a conglomerate for which I worked asked me if I would set up the importation and distribution of the Suzuki motor vehicles into Western Canada. Even though I knew nothing about automobile importation, I jumped on the opportunity with enthusiasm. For the next three months, I threw my whole heart into learning everything I could about the importation and distribution of foreign automobiles. In the following two-and-a-half years, we imported and sold more than $25 million worth of vehicles, through 65 dealerships, all of which I had set up from scratch. Then one day, I got a call from the president of another billion-dollar organization. He offered me three times my current salary if I would take charge of his $275 million development business. He told me later that the determining factor of the offer he had made me was my proven ability with Suzuki to put together a team to achieve successful financial results. And it will be the same for you.
Continually look for opportunities to get onto teams and to make valuable contributions. Volunteer for additional assignments. Focus on high-priority tasks, and finish what you start on time. Do excellent work. And remember that, as Confucius said, “He who would be master must be servant of all.”
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About Brian Tracy
Brian Tracy is the most listened to audio author on personal and business success in the world today. His fast-moving talks and seminars on leadership, sales, managerial effectiveness and business strategy are loaded with powerful, proven ideas and strategies that people can immediately apply to get better results in every area.
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