Reflection Story Telling

Challenge & Selection:

Being head of sales and handling a team of 50 team members, working for an IT hardware

distribution organisation for various brands, I was going through a challenge, that out of 50 only

20 team members were productive, as per the requirement, of the organisation. So the challenge

was to increase, the productivity of the balance team members. It was more important and

significant to address this challenge, as otherwise it would have affected the performance of the

other productive team members also. So I had a very friendly discussion with the performing

members followed by the non performing members individually to understand what is going

right and what went wrong.

So to make the correction in the working style of the non performing members we decided, to

look at the various parameters, which are of prime importance to be successful in the

distribution business. To make them understand the various parameters I selected story telling

as a tool for improving their performance.

Application:

I have a story about using story telling. With my many years of experience it had come to light

that for being successful I should have in-depth knowledge about my external & internal

customers, here external customers are the brand & business partners and internal customers

are the various support functions of my organisation along with the product knowledge. The

story goes, that first I should know what’s happening in my back yard and to know this I had to

be equipped with the product knowledge and also had to be in sync with the brand plan for the

particular market place, once the plan is known then I was able to figure out what support is

required from my internal support function to deliver the product to the satisfaction of the

business partners.

The importance of the above parameters is significant, as for being successful we should have

depth knowledge of the product and should know the strategy of the brand so that their plan

can be executed successfully. Once the team is equipped with above points they can garners the

required support from the various support functions like finance, sales & supply chain and other

supporting divisions to deliver the product to the satisfaction of the business partner.

Insight & Approach:

After applying this tool of storytelling it is was highlighted that the non-productive team

members were lacking in the product knowledge in the first place, which did not give them a

fair chance to build their relationship with the brand & also with the business partner, hence

they did not know the brand plan and its execution, so they went haywire in their approach and

implementation of the strategy, which affected their performance. Ultimately it was only very

basic things like product knowledge and maintains relationship with the brand and business

partner, which if taken care made the big difference in their performance.

Once they realised that to be successful and productive they should know the importance of

what is happening in our back yard.

After implementing the above story tool they got to understand the significance of product

knowledge and relationship with brand, which improved their performance in the long run and

made them more productive.


Reflection Story Telling Challenge & Selection : Being head of sales and handling a team of 50 team members , working for an IT hardware distribution organisation for various brands , I was going through a challenge , that out of 50 only 20 team members were productive , as per the requirement , of the organisation . So the challenge was to increase , the productivity of the balance team members . It was more important and significant to address this challenge , as otherwise it would have affected the performance of the other productive team members also . So I had a very friendly discussion with the performing members followed by the non performing members individually to understand what is going right and what went wrong . So to make the correction in the working style of the non performing members we decided , to look at the various parameters , which are of prime importance to be successful in the distribution business . To make them understand the various parameters I selected story telling as a tool for improving their performance . Application : I have a story about using story telling . With my many years of experience it had come to light that for being successful I should have in - depth knowledge about my external & internal customers , here external customers are the brand & business partners and internal customers are the various support functions of my organisation along with the product knowledge . The story goes , that first I should know what ’s happening in my back yard and to know this I had to be equipped with the product knowledge and also had to be in sync with the brand plan for the particular market place , once the plan is known then I was able to figure out what support is required from my internal support function to deliver the product to the satisfaction of the business partners . The importance of the above parameters is significant , as for being successful we should have depth knowledge of the product and should know the strategy of the brand so that their plan can be executed successfully . Once the team is equipped with above points they can garners the required support from the various support functions like finance , sales & supply chain and other supporting divisions to deliver the product to the satisfaction of the business partner . Insight & Approach : After applying this tool of storytelling it is was highlighted that the non - productive team members were lacking in the product knowledge in the first place , which did not give them a fair chance to build their relationship with the brand & also with the business partner , hence they did not know the brand plan and its execution , so they went haywire in their approach and implementation of the strategy , which affected their performance . Ultimately it was only very basic things like product knowledge and maintains relationship with the brand and business partner , which if taken care made the big difference in their performance . Once they realised that to be successful and productive they should know the importance of what is happening in our back yard . After implementing the above story tool they got to understand the significance of product knowledge and relationship with brand , which improved their performance in the long run and made them more productive .