That is how teambuilding occurs according to the Tuckman model and I agree.  Assessing entire sales teams provides me an inside view at teams and how they function and this model plays out consistently.

This article covers many interesting topics with a focus on creativity killers.  Creativity is difficult to measure or assess, but there are things a sales leader can do to help foster creativity.  From the article (emphasis mine):

It’s easy to look at models like that and think that cohesion and friendliness should be the ultimate goal. But surprisingly, when it comes to creativity, the best teams fight a little (or even a lot). Structured, task-oriented conflict can be a signal that new ideas are being submitted to the group and tested. If you team always agrees, that might suggest that people are self-censoring their ideas, or worse, not generating any new ideas at all. Research suggests that teams that forgo traditional brainstorming rules and debate over ideas as they’re presented end up with more and better ideas. As a leader, it may seem like your job is to break up and fights, but don’t be afraid to act as a referee instead — allowing the fight over ideas to unfold, but making sure it stays fair and doesn’t get personal.

Exactly.  The best sales teams I assess have a little bit of fight to them.  They are not cookie-cutter clones that generate some sycophantic affirmation to every new idea offered up in a team meeting.  No, instead they tend to have a rollicking good go regarding new ideas.  They test them, challenge them, argue about them.

The important component to this “storming” team is a sales leader who actively referees the discussion.  These leaders are open, thoughtful and decisive in handling brainstorming sessions.  I have had the luxury of sitting through these meetings at customer conference rooms and I am always amazed to watch a strong leader empower his or her team to challenge the status quo and, at times, attack sacred cows of the organization.

If you are looking to develop your creativity-fostering skills, I would strongly encourage you to read the entire article.

Comments Off on Forming, Storming And Norming Teams