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"How can I get
my sales team to be proactive?"
(Organization Development)
The sales manager of an international company suspected that the time
cycle between order and delivery of their products exceeded that of the
competition. The manager wanted a proactive team which would recognize
production bottlenecks ahead of time and proactively solve the problem.
After conducting several interviews with the staff, the CORES consultant
presented his observations to management and team. The team wanted to
take more responsibility. But the jungle of rules and procedures was
intimidating and limited the initiative of the employees and left no
elbowroom for making own decisions. Management however never clearly
stated its expectations of a proactive team. The CORES consultant
surfaced these assumptions and tacit expectations. Measures were taken
to empower the employees to be more proactive.
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