Norming stage
Posted: Sat Jan 18, 2025 5:51 am
Norming is a continuation of storming, but with some differences. It is a proposal that may not be very different in attractiveness or reasonableness. The important thing is that it is made at a time when the participants want to end the previous stage. So when they accept the norming proposal, storming ends.
When analyzing sales managers' calls, two scenarios for ending a storm can be identified. In one case, the manager continues to persuade and achieves the goal of the call. In the other case, he stops the persuasion process and accepts the client's offer.
Norming stage
Source: shutterstock.com
Let's look at some examples.
Option 1:
I suggest we have a demonstration tomorrow. What time suits you?
I prefer to compare prices first.
Reasonable. But let's not only consider the chinese overseas europe data package price, but also compare products that have common parameters. For this, it is important to conduct a demonstration.
Then let's schedule it for Tuesday at 4:00 PM.
Great, I'll send you a link for the meeting.
Option 2:
I suggest we have a demonstration tomorrow. What time suits you?
First I want to compare prices.
That's reasonable, I'll send you the pricing information.
A sales manager who tries to avoid storming usually does not achieve success in negotiations. Such an employee will be effective only when working with clients who have already gone through the conflict stage on their own, through the company's marketing activities or their own research of the topic under consideration.
It is important to note that each negotiator needs to go through the storming phase, after which he accepts the other party’s proposal as a standard by which he will act in the future.
Recommended articles on this topic:
32 Ways to Attract Clients: Proven and Unconventional
Example of a cooperation proposal: just follow the instructions
Sales Triggers That Have Never Failed
Performing stage
Performing is the final and simplest stage in team development, where the plan adopted in the previous step of norming is implemented.
At this stage, the working group turns into a full-fledged team, ready to solve non-standard problems and overcome difficulties. The team's effectiveness is assessed by comparing the achieved results with the work done to create the team.
At the fourth stage of the Tuckman model, structural problems have already been resolved. The team becomes sufficiently mature. The roles of its members become more flexible, and the group becomes more cohesive. The team is able to effectively solve existing problems. At the same time, internal conflicts are resolved. Team members demonstrate the ability to self-organize, which allows them to focus on their further development.
If team members begin to show high efficiency, then the manager's role is reduced to monitoring their activities. It is necessary to reduce interference in processes to a minimum.
Performing stage
Source: shutterstock.com
At this stage, the following nuances should be taken into account:
The director can delegate his/her authority, as his/her active participation in all aspects of the group's work is no longer required. This may not be easy for him/her, but it is important to remember that relieving him/herself of some responsibilities will allow him/her to focus on other priorities.
Try to implement new solutions, as the group is capable of performing more complex and non-standard tasks.
It is important to monitor the motivation of employees. You need to make sure that it is at a high level and provide support if necessary.
Talk to participants about the opportunities and resources available. This will boost employee confidence.
Both the leader and the team members must acknowledge the contributions of others. Underestimating someone's work can lead to future conflicts and make it difficult to form the next team.
At this stage of the group's development in Tuckman's model, the possibility of returning to previous stages is practically excluded. The team functions without failures, effectively performing all its tasks. Now the group is able to mentor new team members, helping them to eliminate certain problems.
The performing stage is accompanied by a feeling of relief. This euphoria is especially noticeable if the preceding storming stage was characterized by emotional tension. However, if it proceeded without significant conflicts, relief may be felt less vividly.
Case: VT-metall
Find out how we reduced the cost of
When analyzing sales managers' calls, two scenarios for ending a storm can be identified. In one case, the manager continues to persuade and achieves the goal of the call. In the other case, he stops the persuasion process and accepts the client's offer.
Norming stage
Source: shutterstock.com
Let's look at some examples.
Option 1:
I suggest we have a demonstration tomorrow. What time suits you?
I prefer to compare prices first.
Reasonable. But let's not only consider the chinese overseas europe data package price, but also compare products that have common parameters. For this, it is important to conduct a demonstration.
Then let's schedule it for Tuesday at 4:00 PM.
Great, I'll send you a link for the meeting.
Option 2:
I suggest we have a demonstration tomorrow. What time suits you?
First I want to compare prices.
That's reasonable, I'll send you the pricing information.
A sales manager who tries to avoid storming usually does not achieve success in negotiations. Such an employee will be effective only when working with clients who have already gone through the conflict stage on their own, through the company's marketing activities or their own research of the topic under consideration.
It is important to note that each negotiator needs to go through the storming phase, after which he accepts the other party’s proposal as a standard by which he will act in the future.
Recommended articles on this topic:
32 Ways to Attract Clients: Proven and Unconventional
Example of a cooperation proposal: just follow the instructions
Sales Triggers That Have Never Failed
Performing stage
Performing is the final and simplest stage in team development, where the plan adopted in the previous step of norming is implemented.
At this stage, the working group turns into a full-fledged team, ready to solve non-standard problems and overcome difficulties. The team's effectiveness is assessed by comparing the achieved results with the work done to create the team.
At the fourth stage of the Tuckman model, structural problems have already been resolved. The team becomes sufficiently mature. The roles of its members become more flexible, and the group becomes more cohesive. The team is able to effectively solve existing problems. At the same time, internal conflicts are resolved. Team members demonstrate the ability to self-organize, which allows them to focus on their further development.
If team members begin to show high efficiency, then the manager's role is reduced to monitoring their activities. It is necessary to reduce interference in processes to a minimum.
Performing stage
Source: shutterstock.com
At this stage, the following nuances should be taken into account:
The director can delegate his/her authority, as his/her active participation in all aspects of the group's work is no longer required. This may not be easy for him/her, but it is important to remember that relieving him/herself of some responsibilities will allow him/her to focus on other priorities.
Try to implement new solutions, as the group is capable of performing more complex and non-standard tasks.
It is important to monitor the motivation of employees. You need to make sure that it is at a high level and provide support if necessary.
Talk to participants about the opportunities and resources available. This will boost employee confidence.
Both the leader and the team members must acknowledge the contributions of others. Underestimating someone's work can lead to future conflicts and make it difficult to form the next team.
At this stage of the group's development in Tuckman's model, the possibility of returning to previous stages is practically excluded. The team functions without failures, effectively performing all its tasks. Now the group is able to mentor new team members, helping them to eliminate certain problems.
The performing stage is accompanied by a feeling of relief. This euphoria is especially noticeable if the preceding storming stage was characterized by emotional tension. However, if it proceeded without significant conflicts, relief may be felt less vividly.
Case: VT-metall
Find out how we reduced the cost of