Field training is a process where someone works in the field (ride a long) with a Sales representatives during a typical workday. They would spend the entire day in the car and in offices evaluating the salesperson’s performance. The Field Trainer or Manager would provide feedback on sales planning and execution, business skills and customer service. Consequently, there is a lot of time in the car driving between sales calls. Field training also provides opportunities to share war stories or sales stories with the sales representative.
My District manager was a master storyteller. He would tell detailed stories about people and the company. An analysis of his possible motives for telling stories in those teachable scenarios led me to surmise the following about him:
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Enjoyed telling stories to impress us with his expertise
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Wanted to increase our knowledge by sharing his experiences
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Distributed selling techniques and information from our peers
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Shared company history to give us a sense of belonging and healing
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Provided examples of consequences of what happened to people who violated company policies (a policy reinforcement strategy)
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A model of behavior, we could use if we were promoted
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A model to use in developing our own stories
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Provided an environment to improve our storytelling by sharing stories with him
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Encouraged us to use stories with our client
When we became managers, the art of storytelling was found to be pervasive throughout the leadership culture. It was used at manager meetings to entertain, build relationships, pass along company and leadership information and help develop the younger managers. I swore that when I became a manager, I would never use stories. But I have passed on this time-honored tradition with many more stories of my own.
Whenever we gather, we influence the world through our stories.
Stories
YouTube Narration Set to Music
At corporate campfires
And watering holes,
The people gather.
Their hearts are stirred
By the leaders,
The keepers of the scrolls,
Whose words
Speak the curriculum
Of what occurred.
The leaders through language
Interpret and present:
Through parables and scenarios
Values are infused;
And in a lighter forum
They package events
So people are instructed,
Encouraged and amused.
At family gatherings
Enrichment of the soul
Occurs when the elders,
The keepers of the scrolls,
Assemble the generations
And dispense discipline
Through stories sprinkled
With wisdom and wit,
In moderation.
The elders portray
Passion and progress,
Pride and principles
And honor in the family name.
They tell tales of obstacles
And human failings,
Of being human,
And being sensible,
For invincibility
Is not a trait we can claim.
The stories form a bond
That is not bondage.
They chronicle ambition,
Growth and attrition
And forge connections
Of substance and relevance
That add alignment
And purpose to our lives
And gives us the strength
To continue the expedition.
At work and in families,
The keepers of the scrolls,
Through stories give us context
And texture.
For within these tales,
We identify with the roles
And through this revelation
We take our places
And become storytellers,
And add our voices
To the conversations.
Copyright © 2003 Orlando Ceaser
Reprinted from Leadership above the rim by Orlando Ceaser
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How are you using stories in your day-to-day operations?
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Develop the art of telling to use strategically and family, social and work situations.
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Where can you find your best stories?
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How can you develop your story telling technique?
More leadership information at OrlandoCeaser.com.
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