WEBVTT 00:00:13.660 --> 00:00:19.078 Societies around the world tend to focus on either individual or group achievement. 00:00:19.160 --> 00:00:24.796 A group focused culture believes that what's best for the organization is most important. 00:00:24.816 --> 00:00:31.220 A self focused culture believes that if the individual does well, the organization will thrive too. 00:00:31.409 --> 00:00:34.939 Keeping these differences in mind can be important when creating 00:00:34.940 --> 00:00:37.879 motivational programs or business incentives. 00:00:37.899 --> 00:00:42.458 I am so glad we were able to come in for the international conference a day early. 00:00:42.482 --> 00:00:46.581 We were able to go sightseeing as well do some business. 00:00:46.648 --> 00:00:49.753 It's nice to see you again Suzuki-San. It's been a long time. 00:00:49.753 --> 00:00:51.501 It's lovely here this time of year. 00:00:51.575 --> 00:00:55.161 Yes it is - and we thank you for joining us. 00:00:55.165 --> 00:00:59.033 As you know, part of my role as Vice President of International Sales 00:00:59.034 --> 00:01:01.718 is to develop incentive programs. 00:01:01.718 --> 00:01:05.379 Yes. It's quite nice that the initiatives are all centralized in your area. 00:01:05.478 --> 00:01:09.531 Thank you. Today we are pleased to share with you a new initiative to 00:01:09.672 --> 00:01:13.415 increase sales and bring our teams together. 00:01:13.416 --> 00:01:14.593 Excellent. 00:01:14.594 --> 00:01:21.220 Margaret, you will be responsible for the program in the United States and Europe. 00:01:21.221 --> 00:01:24.375 I see. But I still don't know what the program entails. 00:01:25.033 --> 00:01:31.033 Here are the details of the program. It did very well in pilot test runs in Asia. 00:01:40.301 --> 00:01:44.231 We also have data from pilot tests in Colombia and Brazil. 00:01:44.385 --> 00:01:48.289 By way of summary, what are the basics of the program? 00:01:48.489 --> 00:01:50.759 It is based on global team sales. 00:01:50.829 --> 00:01:55.835 Each team is cross-functional and is organized across our main product lines - 00:01:55.835 --> 00:02:00.259 consumer, aerospace, automotive and electronics. 00:02:00.266 --> 00:02:05.998 Excuse me. The program is based on cross functional team goals - not individual goals? 00:02:05.998 --> 00:02:11.710 Yes. It is a team based incentive program. We spent nearly one year in pilots 00:02:11.852 --> 00:02:16.062 and the team sales numbers exceeded our expectations significantly. 00:02:16.551 --> 00:02:21.510 Suzuki-San, I feel I must tell you. I do not think this will be well received by my sales reps. 00:02:22.341 --> 00:02:24.808 We believe it will be well received. 00:02:24.835 --> 00:02:31.680 No, you see.. My sales reps like to be self-sufficient - and achieve rewards through individual effort. 00:02:31.759 --> 00:02:36.186 How can something that's good for the company not be good for the individual? 00:02:39.458 --> 00:02:41.215 Excuse me a moment. 00:02:41.259 --> 00:02:45.868 When working with those from other cultures, it helps to remember that typically Asia, 00:02:45.869 --> 00:02:51.920 Central America and South America give priority to and are motivated by collective goals. 00:02:52.020 --> 00:02:58.681 The United Kingdom, other countries in Europe, and the United States, place a priority on individual goals. 00:03:04.759 --> 00:03:10.326 Margaret, has voiced her objection to an incentive program based on team goals. 00:03:10.350 --> 00:03:16.550 Suzuki-San's challenge will be to use the OPEN process to better understand those objections. 00:03:16.579 --> 00:03:20.911 Margaret, it may interest you to know that as the cross-functional teams 00:03:20.912 --> 00:03:25.186 worked toward the sales goals, the customer feedback also improved. 00:03:25.420 --> 00:03:29.813 I see what you're getting at, but I'm not sure you see my position here. 00:03:30.399 --> 00:03:34.608 I know my people. They'll say 'Why should I make an effort when someone else on the team 00:03:34.609 --> 00:03:37.692 could simply twiddle their thumbs and do nothing?' 00:03:37.890 --> 00:03:43.075 There must be some way to sort it out. I really need the incentive to reward the individuals. 00:03:43.080 --> 00:03:49.381 If we insist on a position without listening or compromise, it may disrupt team harmony. 00:03:49.382 --> 00:03:53.616 We know that this is not the way it is typically done in your territory. 00:03:53.617 --> 00:03:55.277 No indeed. 00:03:55.279 --> 00:03:59.179 It may help you to know that the positive impact on customer relations, 00:03:59.179 --> 00:04:02.819 in addition to increased sales, was significant. 00:04:02.820 --> 00:04:07.165 That is positive - certainly. But there must be another solution. 00:04:08.809 --> 00:04:20.350 (Japanese) 00:04:22.249 --> 00:04:24.543 We understand your concerns Margaret. 00:04:24.543 --> 00:04:32.379 We really need this to be an organization - wide incentive. Perhaps there is another option. 00:04:32.379 --> 00:04:39.106 Well - as you were talking, I was thinking that an option may be to create a split 00:04:39.108 --> 00:04:42.193 that rewards team members based on their contribution. 00:04:42.193 --> 00:04:47.188 Cultures that value connections with others thrive with team centered approaches. 00:04:47.467 --> 00:04:51.305 Individualistic cultures do better working on teams when there is 00:04:51.305 --> 00:04:55.333 some sort of individual reward associated with the teamwork. 00:04:55.459 --> 00:04:59.819 The OPEN process is a way to bridge the global communication divide.