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 pros and cons later in the day.
4.ONE-ON-ONES: 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:
- CONSTRUCTIVE CRITICISM
- 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)
- BUILDING A JET PLANE
AS A VICTIM
Takes responsibility for faults
Looks for scapegoats
Looks for solutions
Talks about problems
Takes reasonable risks
Plays it safe
Talks in positive tones, gives appropriate recognition
Whines, talks in negative tones, complains
Thinks and plans
Reacts with little thought or planning
Confronts the source of the problem, if possible
Talks to others behind the back of problem causer
Feels mainly satisfied
Feels mainly frustrated
Body language is alert or comfortably relaxed
Body language is tense or slovenly
Can be trusted
Cannot normally be trusted
Keeps pretty calm
Often feels threatened
THE COACHING STEPS
1. Explain purpose and importance of what you are trying to
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 persons ability to be successful.
7. Agree on Follow-up action.