Power Tools: 6 Steps To Management
1.COACH: Think like a Coach:
Train & Practice.
2.INTERVIEW: Have people ready for a territory, not a territory ready for people.
3.TRAVEL: Travel with your salespeople (observe) all the time. Do not TALK, sit there and
take notes. Go over pro’s and con’s later in the day.
4.ONE-ON-ONE’S: Meet your salespeople once a week (same time) to review previous and
upcoming week. Forms should be used (cold-calls, customer care, etc.). Click here for more on one-on-one's.
5.PROFILE SHEET: Each salesperson should be observed. Their daily performance and attitude
should be noted.
6.MBWA: Do this at YOUR place of business and at your CLIENTS.
DO NOT TRY TO GET PEOPLE TO
“LIKE YOU”, BUT TO “RESPECT YOU.”
THIS MUST BE EARNED!
Power Tools: 4 Methods of Management
1. FAIR, FIRM, CONSISTENT, RIGHT
2. XEROX INTERPERSONAL MANAGING:
- CREDIT
- CLARIFY
- CONSTRUCTIVE CRITICISM
- BUILDING
- MANAGING DIFFERENCES
3. ONE MINUTE MANAGER:
- 1 MINUTE GOALS
- 1 MINUTE PRAISINGS
- 1 MINUTE REPRIMANDS
- LOOK FOR THINGS THAT ARE RIGHT
4. IN SEARCH OF EXCELLENCE
- SUPERIOR SERVICE
- THE “GOLDEN RULE”
- POSITIVE MOTIVATION (RATHER THAN FEAR)
- MBWA
- BUILDING A JET PLANE
| MANAGER
IN CONTROL |
MANAGER
AS A VICTIM |
|
|
| 1.
Takes responsibility for faults |
1.
Looks for scapegoats |
| 2.
Looks for solutions |
2.
Talks about problems |
| 3.
Takes reasonable risks |
3.
Plays it safe |
| 4.
Talks in positive tones, gives appropriate recognition |
4.
Whines, talks in negative tones, complains |
| 5.
Thinks and plans |
5.
Reacts with little thought or planning |
| 6.
Confronts the source of the problem, if possible |
6.
Talks to others behind the back of problem causer |
| 7.
Feels mainly satisfied |
7.
Feels mainly frustrated |
| 8.
Body language is alert or comfortably relaxed |
8.
Body language is tense or slovenly |
| 9.
Can be trusted |
9.
Cannot normally be trusted |
| 10.
Keeps pretty calm |
10.
Loses temper |
| 11.
Rarely threatened |
11.
Often feels threatened |
| 12.
Rarely procrastinates |
12.
Procrastinates often |
THE COACHING STEPS
1. Explain purpose and importance of what you are trying to
teach.
2. Explain the process to be used.
3. Show how it is done.
4. Observe while the person practices the process.
5. Provide immediate and specific feedback.
6. Express confidence in the person’s ability to be successful.
7. Agree on Follow-up action.
PEOPLE NEED:
1. DIRECTION
2. KNOWLEDGE
3. RESOURCES
4. SUPPORT
More Power
Tools....
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