In the past few days I’ve heard of a sales team that’s finding things difficult after a restructure. The restructure slimmed the team, redistributed clients and rationalised the workload but they seem to be failing.

HOW *!* MUCH
Actually, that’s not unusual because my research and other statistics show that 42% of all restructured teams fail to deliver the anticipated results. The problem for the company is the cost in lost opportunities. Brad Smart in his book Topgrading estimated that failed teams cost between 8 and 24 times the salary.

Change needed for success can be very small
The change required to move from failure to success is, in my opinion, very small and a slight adjustment in in team actions could well change things around. But then that’s so often the case. As most of the team play golf they will understand that a slight adjustment in club face can be the difference to a great round and playing like a crab! Perhaps this clip of Tony Robbins explaining why he plays golf, badly, might help!

Tony Robbins – Tiny Changes Mean Huge Results

Ten days ago I was talking to Carl, a good friend of mine, who’s “Ticked off” with the co-operation he’s getting from superiors and colleagues. Now those very people may have to work that bit harder! 

A trail-blazing project
Carl, together with his management team and staff of two hundred, have spent the past year leading a trailblazing project that saves huge amounts of money and delivers enhanced service to the local community. People have said to him “What would we do without you?” and “What you’ve achieved is brilliant”. To achieve these plaudits he’s had to work long hours, hiring a large team and creating process, systems and culture and often without a “model” to follow.

As is usual there has been criticism from other areas of the business that feels overshadowed and exposed. As a result Carl’s team have felt pressured and unappreciated by the very people they are helping to do a better job.

A well earned holiday
A few weeks ago he went on holiday with various senior people and colleagues promising to deliver work whilst he was away ringing in his ears
…was it done when he got back?…daft question…because out of sight was definitely out of mind!

The result is that he’s even more tired than he was before his holiday. Now he’s updated his CV (Resume), bought a new interview suit and is looking for a job and has some interviews even before he’s formally applied for a position. I wonder how the people who’ve said “What would we do without you” will cope when he’s gone!

Cost of replacement and restructure…could be huge!