Kenny Pallas, Ph.D., MBA

Cross-Divisional Collaboration

I'm in the middle of pushing a cross-divisional collaboration in my company. My hope is to test is, refine it then cut and paste it across various other areas.

My problem is that some are buying in and others just aren't. Has anyone got any tips or experiences to share for really driving this?

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15 comments

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Kosta_Konfucius

Politicker

Sales Rep

What is the feedback for people who are buying in, and the feedback from people who aren't?
Use the feedback to push out messaging and maybe making changes if the negative feedback can be a true pain point

We’re talking about two sales teams here. Both sell different products to different customers but my research and conversations suggest that by working together they can create a push/pull effect on sales and all win. The issue is protectionism from one team. They are slow to set-up cross-divisional meetings or work together too much

Sunbunny31

Politicker

Sr Sales Executive 🐰

Are they not yet understanding what's in it for them? Usually when there's resistance, it's because there's a perception that something will be lost; the deal, the size of the deal, the timing of the deal, and control over the sales process. They will have to be convinced that it's in their best interest to collaborate and incent the good behavior if you can.

I think this is the crux of it. I have recently gained new data that I think demonstrates what they stand to gain. Right now I’m focussing on telling this new story as well as possible

GDO

Politicker

BDM

indeed that feedback is a treasure!

oldcloser

Arsonist

💀

I have just one question that comes from phrasing in your post, the copy/paste part. If, for a second, the solution is perceived as one that can be easily replicated without human input, I’m afraid you’re facing built-in pushback forever.

I’m not suggesting that you see people as disposable if they don’t get in line. But is it possible that the non-conformers do? Employees value management that listens.

Was this change was implemented without at least some sort of verbal acknowledgment of value by those it affected most?

CuriousFox

WR Officer

🦊

You get lots of candy today?

oldcloser

Arsonist

💀

We are in process 👍👍

I don’t mean it as it may have come across there. I’m saying that we try it for one disease area which is two teams working together. From here we learn how it works and how to make it work best then once we know that we can try it with other teams in another disease area. No one is disposable or anything like that.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

As a Clinical Market Manager, I can see why cross divisional collaboration would be something you'd like. But -

(1) Do others see it in the same way? Are you "selling it"?
(2) Do you have the title, authority, and clout to make it happen?
(3) With a PhD, are you coming across as too academic and therefore alienating others in your org?

I think you see a problem, but others do not. You haven't addressed the "whats in it for me?" question. -OR- You are trying to elevate yourself in the organization and you are seeing the push back from those efforts.

Thank you for this. Here are my responses:

1) One side definitely gets it, the other side I have a couple who do and they are the ones I’m focussing on to help push the success that’s possible.

2) Not really, however, I am working up the chain to ensure that the buy-in is coming there and then downward to the teams. This seems to be helping.

3) I am conscious of this and try my best to learn alongside the teams. I also work in a disease area that my PhD has nothing to do with so I think that helps but you make an important point!

Sunbunny31

Politicker

Sr Sales Executive 🐰

Can you work with the ones who get it as a kind of trial/beta/test case? Show the success with those who will adopt it immediately, and use what you learn with them to convince the others. You'll have the early adopters to both back you up and help convince the rest, provided the program works the way you think it will.

jefe

Arsonist

🍁

Good approach here to mitigate potentially wasted effort before proving it out, plus being more likely to get that adoption in the end.

I like this plan, I’ve started listing people out as to those who are in and those that need more work. Thank you

Retired Sales Professional

In giving a presentation, which is what you did with both groups, you need to show proof. In my industry a company would never release a new brand without first releasing it in a few test markets (big cities) to see the response that customers have and if it's positive they would release it nation wide.

It's the same concept with your cross-divisional collaboration, you seem like a very intelligent individual, I say this only because I don't you personally. So please don't take it as a lack of respect. I think your over thinking it, you need to get back to basics, you need to test it before everyone can except it. Like many in the WR have stated the, "what's in it for me" needs to be communicated better if you have not already done so.

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Kenny Pallas, Ph.D., MBA

Cross-Divisional Collaboration

15 comments

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