Water4Gas is a simple, inexpensive method that anyone can construct to increase gas mileage up to 50% and more while cleaning the engine - it will even reduce pollution. Check it out - Water4Gas
|
|
| |
| |
|
|
|
|
|
|
Written by Jonathan Farrington
|
|
Monday, 27 November 2006 |
|
Word Count: 708 How To Develop A First Class Sales Team
Pick up a typical report and what words do you find? Verbs like analyze,
forecast, plan, assess and schedule, are used in pursuit of organizations that
are efficient, productive and predictable. What set of people are required?
Obviously, people who are efficient, effective, proficient, competent,
productive and co-operative. But I believe we need to go beyond we need to be
inspired, motivated, creators, who are enthusiastic and able to consistently
deliver against our key objectives. We should be developing individuals who are
not afraid to challenge paradigms, who are prepared to go that extra yard in
search of excellence and who understand that success is 80% attitude and only
20% aptitude.
For a group of people to remain consciously competent at optimum performance
levels, they require frequent injections of stimulation, motivational guidance,
prompting and directing, otherwise they can easily lapse into becoming
unconsciously competent or worse, unconsciously incompetent.
The primary objective of a professional Sales Manager has to be:
To achieve consistently superior results, through the performance of every key
individual.
The Acid Test: When thinking about your own sales force,
- Do you understand their motivators what is driving them?
- Do you have visibility of their numbers year to date, forecast vs. required
performance?
- Activity levels are they working hard and smart enough?
- Engagement are they talking to the right level in their prospects/accounts?
- Messaging are they capable of delivering an appropriate message at the right
level?
- Qualification are they only spending time on deals where they can compete
and ultimately that they can win?
- Closing are they constructing successful campaigns and closing business?
Controlled Management:
The basis of Controlled Management is to provide a means of effective management
by adopting different approaches in different situations with different people.
Studying the approach and methods of great leaders in history, shows a variety
of styles and proves the point. Compare for example, the styles of leadership
displayed by say, Montgomery at El Alamein, Pope Jean-Paul II and the Roman
Catholic Church or Bob Geldof and Live Aid. All three proved themselves
effective leaders but in totally disparate situations and with very different
groups of people. Controlled Management is a model, which provides guidance on
the most effective management style to adopt in certain situations, with
different types of people.
CM is a model, not a theory. The difference is that a theory attempts to explain
why things happen, whereas a model is a pattern of events, which can be learnt
and repeated.
There are four management styles: Directing, Coaching, Supporting and
Delegating.
Each style is appropriate in certain circumstances and they can be illustrated
as follows:
Directing - Low Supportive, High Directive.
Delegating - Low Supportive, Low Directive.
Coaching - High Supportive, Low Directive.
Supporting - High Supportive, High Directive.
CM is a way of describing and analyzing leadership styles. It is a combination
of directive and supportive behaviours.
Directive behaviour involves telling people what to do, how to do it, where to
do it, when to do it and then closely supervising this performance.
Supportive behaviour involves listening to people, providing support and
encouragement for their efforts and then facilitating their involvement in
problem solving and decision-making.
Top performing Sales Directors and Managers understand instinctively when a
situation requires them to Direct, Coach, Support or Delegate but learning these
skills takes time and practice and underpinning this advanced approach to
management must be a range of core competencies..
The moral right of the author, Jonathan Farrington, has been asserted.
All rights reserved. This publication or any part thereof may not be reproduced
or transmitted in any form or by any means electronic or mechanical including
photocopying, recording, storage in an information retrieval system or
otherwise, unless this notification of copyright is retained.
Jonathan Farrington -
http://www.jonathanfarrington.com - is a business coach, mentor, author, and
consultant who has helped hundreds of companies and thousands of individuals
around the world achieve their full potential and consequently, optimum
performance levels in his capacity as Managing Partner of The jfa Group
http://www.jf-assocs.com
|
|
|
Read Articles 
