What kind of manager are you?

Do you manage people through respect and admiration or through fear and intimidation? It is surprising that most managers believe that respect comes from fear and intimidation. Fear may give you very short term power but it is not sustainable. Sustained power and control only come through respect that is earned by the work force and not forced on the work force. People don't want to be forced into doing anything but they will do everything asked of them by a person they respect and admire. I find that in many companies or departments where full performance potential is not being meet the managers are almost always leading or managing through fear and intimidation. So lets look at three of the most common management styles that exist. The first is what I call Seagull Management. These managers just fly in, look for fault in their employees, crap on them and fly away. These managers are always adjusting policies to stay in control of their employees and the work place. They also believe that an occasional motivational session is enough to keep people performing and cannot understand why it doesn't work. The second type of management is what I call Bigfoot Management. They are hardly ever seen and play little to no role in actual problem solving or managing their staff. They make decisions removed from the work force and the decisions areoften not effective or relevant. These managers take all the credit for other peoples achievements and never pass down words of praise. The Third type of management is Buddy Management. They are more concerned with being liked then with achieving positive work related results through employees. They do anything and almost everything to avoid confrontation or conflict with employees. They are most likely always working to accommodate the needs of others. What you need to be is what I call an Ideal Manager. This manager takes time to define responsibilities and holds employees accountable for both action and inaction. Ideal managers celebrate victories by recognizing team and individual performance. These managers play an active role in problem solving and listen to those who are on the front lines dealing with challenges daily. They understand that shaping leaders and training new managers is the way move beyond today and toward the future. They not only set and achieve personal and professional goals but help others to achieve theirs. Building a team is understanding that win or lose we all work together toward a common objective. Ideal managers believe that education and redirection build on positive foundations. They are strong but also compassionate and fair when called upon to deal with disciplinary actions. Most of all they understand that respect is earned and not simply given. People what to feel like they are more then just a body in the office they want to feel needed and appreciated for what they do. Ideal managers do just that.

We are all in the business of Sales

If you don't have a sales training program in place for your business you need to invest in one today. I don't care what business you are in or what position you hold, you are a salesperson. Everyday you are selling you something, services, products, yourself, your ideas, your company. How well you and your people understand sales will determine how successful you and your company will be. From the bottom of the company up to the CEO everyone is selling the company's image, products, and services so get on board with a sales training program and don't leave anyone out. Success is possible when you understand that we are all in sales. I have seen more sales lost in businesses that don't understand this simple yet effective concept. Often the first thing we look at when evaluating a business is how effective everyone is with selling the company's image to potential clients. Remember that actions always speak louder than words. But changing attitudes is often difficult when employees have developed bad behavioral habits. When employees are not given a code of conduct or standard of behavior to follow they will set their own standards that may not acceptable or effective in increasing business and sales. You need to set the standard of what is and is not acceptable behavior or attitude in the work place. Know that this statement is true "you never get a second chance to make a first impression."

                                          John Tubiolo