Juliana Stancampiano - Radical Outcomes: How to Create Extraordinary Teams That Get Tangible Results

1. Chapter 1
2. Chapter 2
3. Chapter 5
4. Chapter 6
5. Chapter 7
6. Chapter 8
7. Chapter 9
8. Chapter 10
9. Chapter 11
10. Chapter 12

JULIANA STANCAMPIANO

Copyright 2019 by Oxygen Learning, LLC. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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Library of Congress CataloginginPublication Data

Names: Stancampiano, Juliana, 1978 author.

Title: Radical outcomes : how to create extraordinary teams that get tangible results / Juliana Stancampiano.

Description: Hoboken : Wiley, 2019. | Includes index. |

Identifiers: LCCN 2018041055 (print) | LCCN 2018043027 (ebook) | ISBN 9781119524281 (ePub) | ISBN 9781119524298 (ePDF) | ISBN 9781119524250 (hardback)

Subjects: LCSH: Selling. | Teams in the workplace. | Leadership. | BISAC: BUSINESS & ECONOMICS / Management. | BUSINESS & ECONOMICS / Leadership. | BUSINESS & ECONOMICS / Sales & Selling.

Classification: LCC HF5438.25 (ebook) | LCC HF5438.25 .S723 2019 (print) | DDC 658.4/022dc23

LC record available at https://lccn.loc.gov/2018041055

Cover Design: Wiley

Cover Image: Oxygen Learning, LLC

For my parents: my mother, who taught me that learning doesn't happen only from a textbook, and my father, who modeled leading a radically productive team, and both of them for challenging the norms, being values driven, and teaching me the importance of doing the work. And to my kids, Alexander and Aylina, for being my biggest fans. I love you all.

They always say time changes things, but you actually have to change them yourself.

Andy Warhol

The conference room door at Omen, Inc., opened with a sudden CLACK, and 10 people in pressed designer shirts, spring dresses, and wellappointed shoes emerged. Some of them checked their phones, others joined new conference calls while standing by the windows in the hallway, and several made their way to the restrooms around the corner.

The open door to the conference room revealed a long, boardroomstyle table littered with printouts, notepads, laptops, glasses of water, and soda cans. A screen at the front of the room showed a slide: BREAK, 15 mins. Several men and women were still inside, standing next to the windows, talking in small groups, or helping themselves to the fruit salad and protein bars at the caterers' table.

Maya Rodriguez, a woman in her midforties with dark hair in tight ringlets held back with a silver and turquoise barrette, exited into the hallway, gesturing as she spoke to Garrett Stokes, a man who appeared to be a few years younger, his pressed orange shirt rolled up at the sleeves. Together they walked slowly away from the conference room. Maya checked her phone while talking.

Yep. Like turning a battleship. We'll kick the project off immediately, she affirmed, scrolling through an email with one hand.

I can't believe how long it took to get all of them in that room working together, Garrett said, still a little shocked.

Better late than never, she answered. Look at where we are after nine months of squinting at metrics and data, and all the research we had to do. I think the recommendation makes sense. It's just the time frame is pretty insane.

She gestured back into the room.

Think about it, Garrett. When does this company get business managers and GMs from so many different areas in the same room? And VP level. That was all good discussion and I agree creating the new sales roles is the right move for where the business is headed. It's kind of excitingfinally, we are recognizing something different.

Sure, but it took us the better part of a year to all agree on a direction. Now we're in a big crunch to get these people ramped. He looked directly at Maya. Which will beinteresting.

They stopped near a window and surveyed the courtyard. Maya's shoulders dropped in resignation as she exhaled.

I know. Rivers said flat out it has to be done differently.

She looked back toward the conference room.

I think we still have about 10 minutes, right? I'm going to give Jack the headsup his office is in this building.

She parted ways with Garrett and walked down the hall, turned a corner, passed an office with an open door then stopped suddenly and backed up. Walking to the open door, she knocked on the doorjamb and poked her head in without waiting for a reply. Jack.

Jack's back was toward the door, but as soon as he heard Maya's voice he turned quickly. She continued without small talk.

I have to go back into the meeting, but the upshot is that it's happening. I gave you the headsup last quarter. So I hope you've thought about what your team is going to do.

Jack raised his eyebrows. Well, we've had a lot on our plate

Maya interrupted him.

I get it. Lots of people have lots of plates with lots of stuff on them. Your team needs to be ready to engage. Probably should have happened sooner. We can talk at five when the session is over I have to get back and chat with Garrett again about how quickly we can get going.