Posts Tagged ‘business’

Managing Others Leading By Example

Wednesday, January 21st, 2009

I’ve written a couple of articles that in some way relate to managing other people, and there are two reasons for this:

  1. Managing other people is seen as the next step in almost all career paths.
  2. Managing other people is one of the hardest skills to master.

In other words, you can never read enough about effectively managing other people. It’s in this line of thinking that I’m going to share with you one of the most important pieces of advice I can give: Lead by example.

Sounds simple enough, but you’d be surprised how often we do something that sends a bad message to our team. Here are three ways that you can send a good message to your team, and consequently make yourself a better team leader.

  • First to arrive, Last to leave – In general, you should be the first one to arrive out of your team to work and the last one to leave. This sets a great example for the rest of your team as to the level of your commitment not only to your project but to them. It will really help to set a good work pace, as they can see you working right when they get in up until they leave. Now, this does not always have to apply. For example, if one of your team members needs to work overnight on something, you don’t have to stay with them. However, when you can, you should try to follow this tip.
  • Don’t take “Sick” time – Now before you light the torches, let me explain. It’s perfectly fine to take a day off if you actually are sick. What I’m referring to is “Sick” days off, where you might be taking it for another reason (don’t even try to tell me you have never taken one). While in itself this is unacceptable, when you begin to be responsible for others it becomes even more so. You don’t have the liberty of not caring for a day, as people’s jobs could depend on you. What if you’re not there to answer a question and work stops? What if you miss a deadline because of that? This domino effect only gets worse, and it is something you need to think about before you call off.
  • The “Bad mouthing” ends – This might be the single most important point of the three. When you are in charge, you need to keep morale as high as you can. This means that “Bad mouthing” other co-workers or your project pretty much ends. Think of it this way: If your manager starts talking about how awful your project is, what are you going to think? If they can’t handle it, how should you be able to? This also applies to your co-workers, especially any on your team. You should never rag on them, so to speak. Your team will take their cues from you, and you need to set a good example. They most likely need to work with these people, and you want that to go smoothly without anybody having any preconceived notions.

Your team performing better can only help you out in the long run. It’s a boon not only to your current project’s success, but to the success of your career as well.

Kevin Augustine is the administrator for Workplace Life – Where Every Cubicle Has a Window. Visit us for helpful articles on common Microsoft Office software such as Microsoft Word and Excel. We also have articles on career management, surviving in the office, professional email tips, and bits of humor to lighten up your day.

Managing Sales Mavericks

Monday, March 17th, 2008

Managing the Sales Mavericks. All of us have experienced top performers on our sales team who consistently produce the highest sales numbers, but also produce the most disruption for our organizations. These people which I call mavericks, can have a huge impact on bottom line for your company, but they also can be a big drain on your organization. Often times, these mavericks won’t follow the company’s policies and procedures when it comes to sales process, selling methodology, reporting forecasting, using your CRM tools, etc. What do you do with these mavericks and how to you manage them to a better result?

There are certain companies that are willing to accept this kind of behavior and allow top sales people to run roughshod over their organization and essentially do whatever they want. The best companies, though, focus on working with top performers to align the rest of their performance and behavior with the company’s culture and values and the company’s specific sales process and procedures. It’s the job of sales management to play to the strengths of each of their top sales performers to make sure that they continue to produce the results that are vital to the company’s success.

At the same time, sales management also is responsible for making sure that those top mavericks are brought into alignment with the company’s fundamental directives, as it relates to culture, behavior, following processes, reporting, etc. This is not an easy task for the sales manager and it’s one of the reasons why they get paid the big bucks. Often times, the most talented sales people are the most roguish and the most arrogant when it comes to following the company’s requirements. In particular, they tend to view themselves as superstars unto themselves as their own entity and not necessarily as a part of the team.

There are many things that can be done to break this habit of maverick behavior and bring these kinds of people into alignment. First of all, develop a corrective action plan that focuses on the person developing the soft skills. This can be done through the normal performance planning process. Second of all, sometimes it makes sense to assign a coach to an individual top producer; somebody that that individual respects; somebody who can mentor them and provide them with feedback in a way that they’re able to accept. This can be done by somebody on your team or it can be done by bringing in an outside executive coach or sales coach. Often times, a third party sales consultant or sales coach is the best way to go. The next thing is working through issues of culture and behavior on a regular basis through agenda items at your sales meetings and your sales retreats.

This will help you to emphasize to your team at large how important the other aspects of the job are, in addition to just producing results. There are lots of great books out there that can be used as well to help “Sales Mavericks” understand what it is that a company is expecting from them. We’ll give you examples in another blog post. So, if you have top sales mavericks who are also your top sales performers and you’re looking for ways to reduce your frustration and improve their adherence to the company’s policy and culture, you’re not alone. All of us have faced this in sales management, and it’s our job to make sure that we’re clear with these individuals about what is acceptable and unacceptable behavior and not be afraid to take corrective action up to and including termination if these people become too disruptive to the organization. Everybody is replaceable and even the top performers who believe that they walk on water should be replaced if in fact, they’re not capable of adhering to what a company needs in order for them to be successful.

About Cube Management

Cube Management delivers sales acceleration services to emerging growth and mid-market companies. The experts at Cube Management work across the entire spectrum of marketing, sales and business development to provide customized solutions (whether recruiting, interim management or consulting) that drive revenue and profit growth. Cube Management combines Strategy, Process & People to produce winning results. Download the Cube Management Inside Sales Guide and the Cube Management Search Engine Optimization (SEO) Guide.