The importance of exchanging information and resources with colleagues?
Answers:
Collaboration is a rare intrinsic value. Most people have to develop it over time. It's really a trust issue: are we working towards the same goals, or are these people about to stab me in the back?
On a sales level, I'd develop a working relationship with people, developing expectations explicitely: When there's no trust, discussion before hand, I'd say something like: I'm working on a great deal with a company (keeping some of the information back), or I've got a problem with a client (also keeping information back). As the discussion evolves, I explicitly state my trust level and decide if it makes sense to go further. As the working relationship develops, and each are taking turns assisting each other without stealing clients, then a deeper, explicit trust can be stated as you discuss issues. The biggest thing to remember here is that it's not going to work for anyone if you are unwilling to trust/work with people at all. 100% of few deals closed is a lot worse than 50% of many more deals.
On a production level, it's much simpler. Quick stand up meetings seem to work the best, on a daily basis. On technical teams I've been on, we go around the circle and talk about where we're at, what problems we're having, keeping it very high level. Nobody takes more than two minutes, it stays pretty informal, and in-depth conversations evolve to the side after the stand up.
When the environment is safe, the most productive companies are innovative and aggressive in the sharing of ideas, information, resources, best practices, etc. They invest real money into software solutions, team practices, and cultural development that foster this kind of activity. Long-term, this is the direction you're going to want to go.
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