Over the past 6 months I have been delivering a number of seminars around the world (Slovakia, Czech Republic, China, Poland, Turkey, Greece and Cyprus) and it is becoming very apparent to me that many managers know what they should be doing to manage their team but choose not to do it. So why are they not doing it?
I think there are a few reasons, either they don't
1 - understand what real management is!
2 - have the necessary energy and commitment to do the job!
3 - know how to manage!
What do you think?
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Selecting ...
Have you ever heard this one?! Choose people in a team who don't really get on, they will stretch each other! Who comes up with this stuff? Choose people who may give different opinions, but don't choose people you don't like! Think about a time when a person whom you have really admired, rated as good or better than you, respected or loved has given a different opinion. Now think about a person whom you don't really like, who rubs you up the wrong way, who has different valuesfrom your own and imagine them giving you a different opinion! Now choose who you want on your team! Incidentally, you'd still feel the same way about them even if agreed with you! THE TRICK is to find people who complement each other but WHO GET ON!
Think of a soccer team: 11 goalkeepers might share skill sets but it would be a terrible team! What about an amazingly skilful goalkeeper who has had a personal challenge with the equally talented defenders! They don't communicate and what happens? L O S E R S!
So here's a thought! Write down the characteristics you'd like to see in a perfect team! If you are putting together a team for you, this will be exciting thing to do so because you'll also be able to develop your team along these criteria. If you are a member of a team, or going to be a member of a team STILL DO IT! THANKS FOLKS!
Do not forget to post also (if pos) on danielpadurean.blogspot.com
Selecting
I think something you should also look for in a team member is their willingness to contribute to the team. It is unfortunate our educational system does not focus on team building as much as they should. In the majority of jobs in the world there is a team component, either formally or informally. Many people do not understand the dynamics or importance of the team. With a greater understanding and appreciation of the team, some wonderful things can occur. Great obstacles can be overcome and worthwhile objectives can be achieved.
Sales Management - need ways to overcome these obstacles
This is good start, but what about solutions. How do you go about understanding what "real management" is? Does energy mean hours, or effectiveness? Where do you get the skills to manage?
I think the first to progress as a manager is to get a good coach that you can lean on. I need to know more about the ways to overcome the three reasons that you mentioned why managers chose not to manage their team well.
Need to overcome obstacles
Thanks for sharing your ideas and posing a few questions. Let me try to answer them. For some reason many sales managers feel management is handling paper. They often spend far too much time in their offices. What they must understand is that effective sales management is managing people and processes.
There are three concepts that come to my mind; able, allowed and willing. Successful sales managers understand these three concepts. First they must be able to do the job, meaning they must gain the necessary knowledge, skills and abilities to do the job. Second they must be allowed to do the job, meaning they understand it is their job to manage people, their responsibility! Third, they must be willing to put in the required effort each and every day to develop their team.
If the sales manager is able, allowed and willing they indeed will build a culture of success where their salespersons will excel in the sales profession.
My Excellent Coach-Jim Heidema
Hi,Jim. Thank you so much for your on-line guidance. To me, the answer is they are not clear how to manage. They really need a coach who can share some easy and simple ways and help them establish a process or habit.
Sales Management - Solutions
Thank you for you kind comments. For me Sales Management is not that complicated. I believe if you have a problem anywhere in your sales management business, you need to find systems, processes and/or tools and the problem will disappear. The Sales Management profession has been around for thousands of years. For every problem we face their is a solution. We just need to find them. What I have tried to do in my books and in my training business is accumulate those solutions. Next as managers we need to be willing to share those solutions on a daily basis. It is not enough to know, we must also act.
Sales Management - Acting
Hi Jim! You're right saying that it's not enough to know, but we must also act! To act means atitude moreover anything else! Having a good atitude we act a better behaviour! Sistems, processes and tools can be seen and found when we are aware that every problem we face has at least one solution! Greetings from Timisoara!
Sales Management - Acting
Hi Daniel! You are absolutely correct. I have met many many managers who know what they should do but don't do it. Some of them are intellectual failures. They have gather a great number of wonderful ideas that could make them more effective, but they never apply them. It is like they are keep them for a special event that ever comes. It is far better to have one or two ideas that you apply on a constant basis, than to have a dozen ideas you never apply. A small improvement in one area of our business can result in a dramatic improvement in other areas. If you improve one are of your management activities by 10%, you should expect a 50% improvement in many other areas. An example - improve your prospecting for candidates by 10% and you could have a result like 50% increase in team production. Does this make sense? Act now!
Sales Management - Act
I am very proud being your trainee! Have to say I am the only ING trainer who train the new managers using your seminar and ideas! I always ask people to get things done through others, but remembering that "the strengts of their team is determined by their weakest agent"! Thanks for ideas!
Sales Management - Act
Hi again Daniel! I remember you from our train-the-trainer program. You were very dedicated and prepared. I am sure your participants get great value from you. Keep up the great work. You are one of the reasons ING has so many MDRT qualifiers. Warm regards, Jim