If my parents were alive they would be reading this article and saying to themselves — no, I am sorry, laughing hysterically just for the fact that I am actually a syndicated columnist.
When I finished high school, I was third in my class, and I am not speaking of top-down — more like bottom up. Yes, third from the bottom, an underachiever who barely got into college (finished a little above average after those incredible four years).
To say the least, I was not the greatest student. If I was able to squeak out a “C” in a class, we were celebrating in our home like it was Mardi Gras in New Orleans.
The fact that I could move on to the next grade was the goal we had set in the Becker household.
Now, most parents reading this are saying: “Not my kid. He or she can do much better than that.”
I am sure my parents were saying the same thing back in the 1960s, but now they would be happy with how everything turned out if they were still around.
Yes, I had great sales managers for parents. I mean, I had great parents growing up.
Still wondering what the tie-in is here?
The role of a great sales manager is simple: The job is to be a coach and take his or her players to a higher level of performance.
Figure an average sales team comprised of 10 people will have one or two people at the bottom who will be fired or will quit.
One or two salespeople are at the top and are consistent performers.
The other six or so? They just hang in the middle of the pack and hover around average.
Rarely will you find a company with its salespeople all overachieving and being superstars.
If you do see this, that means they have the greatest sales manager, one who really knows how to recruit and train — or the quotas are just way to easy to achieve.
Therefore, most of the time, a sales manager spends is with his or her “C” players or salespeople.
Some of them can get there, and others may not be able to.
Not for a lack of incredible skills on the part of the sales manager, but rather, they can do only so much with the person’s drive or desire.
I have always said that I can train my dog to go to the bathroom outside, but I cannot train my dog to be sweet or friendly toward people.
Sometimes you just have to let people fit into their role, and if they are comfortable with being an average salesperson or even a “C” student while in school, there is not much else you can do.
If a sales manager is also a parent, he or she probably sees the world as having daytime kids and night-time kids.
Both sets of kids do what they want at times, need to be praised and other times also need a little discipline.
The daytime kids you spend more time with, do not know them as well and hope that they turn out OK.
The nighttime kids you yell at in front of their “teammates,” can actually ground them for poor behavior and hope that they also turn out OK.
Yep, when you think about it, you are managing people all the time.
But who is managing you? Are you doing it correctly, and where did you learn your skills? When your daytime kids grow up under your direction are they better performers? With respect to your nighttime kids, are you saving college money or bail money?
Remember, sales managers can hire another salesperson and fire their average or below-average performers, but I am glad (looking back) that my parents kept me on “the team.”
Good selling, and good luck at being a great “parent manager.”
By Hal Becker, Contributing Writer
Source: Kansas City Business Journal - http://goo.gl/8GNzt