Getting Your Staff to Play
Well With Others
By Kristen Sharron-Albright
There’s an old expression in
Washington that goes
“All politics is local.”
I’d say the same about business. Everyone in your organization sees things
through the lens of a personal agenda first, then a group agenda, and finally a corporate agenda. This is why so many companies have sales teams
and marketing teams that are always defending their local turf against the
other. Which, of course, fractures the goals of the larger enterprise.
But the secret is all in how you define “local.” If sales and marketing have
separate goals, objectives and budgets, naturally they’re going to be tugging in separate directions.
How many times have you heard some variant on this conversation?
Marketing: We have the data to show what HCPs are asking for.
Sales: Oh, yeah? Come out in the field and see how well that works.