8.1. Building Teams at Knox

At Knox (the company's name has been disguised), a major provider of high-tech equipment and services, executives wanted to increase sales teams' revenue growth. Although leaders in the company generally believed that better teamwork and collaboration could help drive that growth, they had no evidence to support this belief. We got involved when senior managers decided to explore teamwork and collaboration as part of a phased approach to improving sales team performance.

The work began with a research study that used organizational network analysis (ONA) to identify the aspects of teamwork and collaboration most strongly correlated with revenue growth. Based on the results of the study, we developed a workshop, called ...

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