The importance of constant availability and culture

George from Portland manages the Sales Organization.

Smadar, his EMEA director  is based in Israel. His APAC director, Ming (m), is based in Taipei. Smadar and Ming talk and sms (text) on their cellphones all the time.

George is about to have his annual sales meeting in Salzburg Austria. George has been asked by other members of his staff to ensure that Ming and Smadar turn OFF their phones during meetings, and surrender their phones to the admin at the start of each session.

George shot off an email to Ming and Smadar telling them of the phones off rule for the upcoming pow wow. George also said an admin will ensure enforcement.

Ming was highly offended; Ming believes that he must be available ALL THE TIME for his clients and agents. While Ming’s clients and agents would not be angry  were he not to answer, they would feel Ming is not respecting them.

Smadar thinks that George is ramming yet another rule down her throat and if there were less rules, there would be more Sales. Smadar believes urgent things are important things and answering calls is urgent.. She believes that a client who calls her NOW may not call her back “later”.

Ming and Smadar both believe George does not respect their way of doing business.

Smadar plans to take calls and will not surrender her phone to the admin; she will label each call “an exception”.

Ming plans very long and frequent bio breaks with a second phone he is bringing.

George will open the Sales Meeting with a lecture he will give on “Focus, Focus and Focus”. Ming will be in the lobby; Smadar will be texting.

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