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They’re the making or breaking of our working worlds at times, our supervisors and managers–as a group–our leaders. We’ve been inspired by them and betrayed by them. We can recall all sorts of leaders in our time reflecting over our working experience; and, even to leaders in the community and in the field of sport and politics–they’ve all left their mark.
Some were sound leaders, comfortable people to work for. Others were inspirational, yet ironically demanding. Still others again were ambivalent–we never knew where we stood with them. Others still brought out the very best in us, and that, for the team too. We reminisce with intrigue and fondness.
<!– /* Style Definitions */ p.MsoNormal, li.MsoNormal, div.MsoNormal {mso-style-parent:”"; margin:0in; margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:12.0pt; font-family:”Times New Roman”; mso-fareast-font-family:”Times New Roman”;} a:link, span.MsoHyperlink {color:blue; text-decoration:underline; text-underline:single;} a:visited, span.MsoHyperlinkFollowed {color:purple; text-decoration:underline; text-underline:single;} p {mso-margin-top-alt:auto; margin-right:0in; mso-margin-bottom-alt:auto; margin-left:0in; mso-pagination:widow-orphan; font-size:12.0pt; font-family:”Times New Roman”; mso-fareast-font-family:”Times New Roman”;} @page Section1 {size:8.5in 11.0in; margin:1.0in 1.25in 1.0in 1.25in; mso-header-margin:.5in; mso-footer-margin:.5in; mso-paper-source:0;} div.Section1 {page:Section1;} –> Quick: what’s the first thing that you think about when you picture your next negotiation in your mind? Unless you are Mother Teresa’s brother / sister I’ll bet that you saw yourself walking away from the bargaining table with the best deal in the world - you had gotten everything that you had wanted and more. Umm, what about the other side? That’s why win-win negotiating never works.
How Win-Win Negotiating Is Supposed To Work
Too many people have created in their minds a magical world where win-win negotiating (where lions lay down with lambs, money grows on trees, etc.) always works. Instead of worrying about things like price, delivery date, and quantities, you are expected to instead be worrying about how the other side “feels” and what kind of deal will make them “happy“. Balderdash.
What Happens When Your Company Doesn’t Train Your Sales Managers?
Business Management, Sales Training No Comments »Situation: a company’s top sales rep is promoted to sales manager, but does not receive training on how to perform a sales manager’s duties and responsibilities. Here’s what happens then…..
Untrained sales managers:
Don’t know how to be an effective sales manager, so they continue to do what comes naturally - they continue to sell. But this leads them to spend more time with their top salespeople, who are working on the biggest deals, which leaves the rest of the sales team out in the cold, without a leader/coach.
Allow the inmates to take control of the asylum. Untrained sales managers don’t define standards of performance and they don’t coach to standards. When unsuccessful sales behaviors occur the manager fails to confront the situation, and what you don’t confront you condone. Without sales discipline there can be no team excellence.
The psychologist and author Abraham Maslow once wrote, “You will either step forward into growth or you will step back into safety.” Organisations and the individuals who are participants at all levels are often defined by their ability to embrace the future in pursuit of established goals. It comes down to an organisation that is merely efficient and able to achieve results with precision, but not necessarily adaptability, or one that is effective and can embrace a changing future for the health of the organisation.
In its simplest terms, being efficient means having internal and external processes that lead to the desired end result. Efficiency refers to having the means to produce the desired effects.
How to Manage Newly Hired, Inexperienced Employees For Fun and Profit
Customer service, Sales Training No Comments »A managers job with new, inexperienced hires is to, as quickly as possible, get them on the road to being productive.
There are two things the manager must pay attention to and know how to work with — competence and motivation.
A Competency is a measurable set of behaviors that indicates how well a person does a specific task. It may be a behavioral skill, a technical skill, an attribute, such as Emotional Intelligence, or an attitude that is deduced from a person’s actions.
101 Tasks Helping New Managers to Survive
Employment, Job Search, Recruiting, Sales Training No Comments »People often ask me for my thoughts on becoming a new Manager. My immediate reaction is ‘great, fantastic, go for it, it can be a great and diverse career move’, quickly followed by ‘Do you know what you are letting yourself in for?’
Many years ago, I moved from a technical role to my first management role. Suddenly I was managing a small team, being accountable for their deliveries / service and not just my own, as I was before!
Your Body Speaks Volumes, But Do You Know What it is Saying?
Business Management, Sales Training No Comments »Just the other day a sales person told me she would do whatever it took to make me happy and that really ticked me off! Why would that be? Shouldn’t I be thrilled that she was offering to do whatever it took to make me happy? No, because the words didn’t match her body language. As she was telling me she would do whatever it took to make me happy, she had her hands on her hips, her legs spread apart and was looking down at me. Read the rest of this entry »
Coach - Improve Sales, Turn Sales Objections Into a Positive
Employee motivation, Sales Training No Comments »Do you handle a sales objection like most coaches?
- Say, Oh Darn! There goes another one. And then curl up in a ball.
- Or, Argue to prove that you are right.
Both approaches usually end up with the same result, no sale. Read the rest of this entry »
There was a Swedish TV Show that was showing all the different acts similar to the Ed Sullivan show years ago and they had a trainer and his orangutans. The orangutans were a unbelievable hit because they would make their trainer do all these dumb tricks while they acted like smart intelligent entertainers.
When they asked the trainer how he trained new orangutans to do all these incredible tasks he said that he just showed them love and followed them around for a few weeks and found out what they liked to do and incorporated what they liked to do into a act. Read the rest of this entry »
You can learn the some of the key leadership skills for sales managers - responsible delegation, effective communication, and actionable motivation, adaptability to change, and informed risk-taking, to name a few - in time. The challenge in the new business economy though is that all of these skills will be diluted if you do not possess character. Read the rest of this entry »
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Call Center Cafe'- 5 Reasons Call Center Coaching FailsMarch 11, 2010Why don't call centers enhance their coaching techniques? Every one I've encountered that remains stuck in the muck claims "We don't have time to do a more thorough job!"gyahner
- What Are the Essential Call Center Customer Interaction Services?March 11, 2010An integrated customer life management program can extend a range of potential customer services for each stage within customer life cycle of the business.gyahner
- How to Boost Morale at WorkMarch 10, 2010It's your satisfaction on your job and the general attitude you have towards your firm and your work that will determine the quality of output.gyahner
- Focus Coaching Efforts and Use Time WiselyMarch 9, 2010To whom should the frontline supervisor devote the most time? In a company that wants to increase its profitability and competitive edge, the answer would naturally be the average or underperformersgyahner
- The Wrong Way to TrainMarch 9, 2010It is estimated that up to 87% of the skills learned in a classroom are lost within one monthgyahner
- 5 Reasons Call Center Coaching FailsMarch 11, 2010
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