Peter Drucker is credited for writing down the idea so many people had already experienced in their own lives, “Good employees quit when management is bad. Bad employees quit when management is good.”
While bad managers are rarely the primary reason an employee actually quits a company, they certainly cripple and even kill companies that might otherwise have a bright and prosperous future. Bad managers are not necessarily bad people. They’ve just not been prepared to complete the tasks that are required to efficiently and effectively manage a company. Someone can be a bad manager, and still be a great friend, a great spouse, a great golfer or a great listener.
Determining whether your sales manager is helping or hurting your cause is actually very simple. Carrying out the proper course of action created in Step 4 may not be very easy.
Step 1 – List Activities Your Sales Manager Should Engage In
List the activities your sales manager should be engaged in each day/week/month. Everything you list for your sales manager should fit into these three categories. 1) Hire and maintain the sales team, 2) Teach/coach the sales team, and 3) Manage the sales team.
Step 2 – List the Activities Your Sales Manager Is Engaged In
List the activities your sales manager is engaged in each day/week/month
Step 3 – Categorize the Activities Your Sales Manager Engages in
Look at the list of activities your sales manager is engaged in and place a plus sign (+) to the left of each activity he/she should be engaged in. Place a minus sign (-) to the left of each activity he/she should not be engaged in.
Step 4 – Decide a Course of Action
Look at the plus and minus signs and decide whether your sales manager can be taught to 1) successfully engage in the activities he/she should be and 2) eliminate the activities he/she should not be engaged in. If you believe they can quickly be taught then create a plan of action to help the receive the training they need. If however, you believe either the list is too long, or your sales manager is unable to become the manager you need, then you need to develop a plan for replacing them.
Stop holding your sales team and your store back. Have a great sales manager so you can unleash their potential and enjoy the benefits of good sales management.