Have you ever worked for a manager who was extra fussy about policies, procedures and doing things in a very specific way? One of the exercises in our Front Line Leadership program involves having participants act out different leadership styles to see how they impact results and employee satisfaction. One of the styles is called…
The Plant Manager was becoming increasingly frustrated. His production manager was struggling to meet plant performance targets and was not getting his team to take ownership of achieving results. The initial diagnosis was that the production manager was being too easy on his team. As with most management problems, only two or three behaviours cause…
Have you ever thought about how many of your policies and procedures exist because a few people broke the rules? In a similar way we all have to endure travel headaches because of the actions of a few individuals. Some policies, procedures and regulations are helpful in establishing expectations. Sometimes we go too far and…
Every great author has a trilogy and this is mine. Well actually I’m not really a great author, but this is part of a trilogy. This is the third article on the topic of onboarding salespeople. For the uninitiated, “onboarding” is what happens after you successfully complete the arduous process of hiring a new salesperson.…
Too many companies still insist on pumping their new hires full of product knowledge and then dumping them on unsuspecting prospects, fully expecting the new salesperson to sell up a storm. These “talking catalogues” start running around “telling” instead of “selling” and the expected storm decays to a light drizzle. The salespeople get depressed at…