Resolving Friction to Unlock Collaboration

At a global education company, the sales and marketing teams had been struggling to collaborate effectively. The heads of both departments were concerned about how this tension was affecting the client experience, sales performance, and market share. Despite both teams working hard, their efforts seemed to be pulling in different directions.

Misaligned Objectives and Differing Senses of Urgency

The Fearless Organization Scan was introduced to help identify the underlying issues. Through the data gathered, it became clear that while both teams were busy, their goals were misaligned, and they experienced different levels of urgency. This misalignment was causing interpersonal friction, with individuals feeling frustrated by what appeared to be competing priorities.

During the Fearless Organization Scan debrief session, both teams began to openly discuss these challenges. What emerged was a shared realization that the friction wasn’t personal; it stemmed from miscommunication and differing expectations around outcomes. A follow-up session focused on leadership practices that would support the teams in aligning their goals and fostering a stronger sense of psychological safety.

A Shift Towards Alignment and Purpose

With a renewed focus on shared priorities and a commitment to deeper communication, the personal antagonism that had once existed was replaced with mutual understanding. The teams were able to shift their focus from friction to collaboration, creating a more cohesive approach to balancing short-term and long-term objectives.

While it's too early to measure the direct impact on sales performance, the heads of both departments have already reported improvements in team morale, engagement, and cross-department collaboration. The Fearless Organization Scan provided the structure for these insights to surface, and it’s clear that the team is now working towards a more aligned, productive future.