Creating a Turn-key Organization pt ii: Developing Leadership Ability Within a Company Just as you need to acculturate your entry-level hires, you must also train new managers. If you hire a seasoned manager from outside the firm (a practice I strongly discourage) you will need to acculturate your new hire too.
Building a Turn-key Organization part 1 You must acculturate new employees Last week I explained how to lead your customers. This week we’ll explore how to lead your new employees and fold them quickly into your company culture. What is some of the scuttlebutt that employees grumble about their managers around the water cooler? They’re overbearing, indecisive, lazy, oblivious, etc. If you sift… Read more »
In the corporate world, managers often instruct salespeople to collect payments. On its face the idea seems sound. A rep makes the sale so why not have her collect the payment? Having a rep accept receipts also provides a reason for the rep to stay connected. However, the policy has unintended consequences and can result in huge customer service fallout.
There are fewer true indicators of poor leadership than high turnover. Many hires quit due to management indifference or arrogance. If you’re a new manager, do your best to stay approachable and remove your ego from your decisions. But sometimes your hires simply won’t work out. A new worker may clash with coworkers or show incompatibility in style or values. Some may just not fit in with the rest of your staff. Or… Read more »
Determining which of your salespeople are top performers is simple, right? Add up their sales and the highest consistent earners are your stars. But how do you gauge your new rep’s productivity? How do you account for the inevitable ramp up with hires who are still learning the ropes? At best they’re marginally productive during their probationary period. How long do… Read more »