Leading with Emotional Intelligence: Hands-On ... - always yours

146 LEADING WITH EMOTIONAL INTELLIGENCE
any specific actions needed to close the ‘gap.’ These meetings are
critical for ensuring that revenue opportunities are not lost due to
oversight or administrative errors.”
6. BAT TEAMS (BUSINESS ACQUISITION TEAMS)
“BAT teams consist of four or five members each and are drawn
from the keyboard team at large. Each team is assigned a major
strategic account target. The objective of the team is to document
specific information about their account. The team studies the
account and identifies the decision-makers and their individual
contributions to the purchasing decision, the competitors and percentage
of the business they each hold, the important purchasing
criteria, the customer product road map, a strategic statement that
will guide our dealings with the customer, and specific milestones
that are needed to achieve our objective.
“In addition to delivering a valuable account profi le and specific
actions, the benefits of forming the BAT teams are apparent to
those who participate. Participation in these BAT teams by members
who do not normally engage in sales-related activities offers an
opportunity to become involved in processes that many people in
customer service, program management, and factory coordination
would otherwise never be involved in. It gives the team members a
sense of ownership and a valuable learning experience.”
7. TEAM MEETINGS
“Held twice per month, attendance by all team members at these
meetings is mandatory. They provide an opportunity to share information
that is not normally shared during the daily red flag meetings.
These learning experiences for the team, such as practicing
Covey’s The 7 Habits of Highly Effective People over a three-month
period, are valuable ways people learn and bond together. Whenever
a team member demonstrates one or more of the habits, the team
recognizes them during our daily red flag meetings. The team meet-