Your managers are doing the best job they can with what they have. But common sense means giving them the tools and knowledge they need, to be able to do much better. Listen to the podcast, check out the evidence on the website straight from CEB.

Build Better Managers

Why would you just "make do" when it comes to performance?

Anyone with a bit of experience and good performance can end as a manager.

What makes the best managers is those that are effective at their primary role, motivating and leading their team to succeed. The only known mechanism for that is coaching.

It's a big topic, so this is being split into two parts. Somewhat originally we'll call this part 1 and part 2.

Learn WHO to coach, 85% of managers coach the wrong people. No wonder they don't have enough time!

Learn how OFTEN to coach, most managers don't coach consistently enough.

Learn WHAT to coach. Do you focus on strengths or weaknesses?

If you are a sales person then get on board! This stuff will help build your career.

Managers have a ton of pressure on them to perform. But part of their role seems to be "just one more thing". They face a barrage of requests from various people to perform additional tasks. They are pretty much run ragged. There is only so much you can do in a day so something has to give. The number 1 candidate for being pushed aside in favour of that shiny new idea is team development, usually coaching.

This podcast explains why that isn't a good idea.

A lot of managers are measured on what can at best be described as a set of subjective standards. Number of days working in the field being a favourite. What is that going to tell you? Not a lot. This podcast discusses how to not only work smarter, but get better results.

Becoming a great manager or people leader isn't easy, it's also very competitive. Do you want to join the ranks of the Super Performers? It's all in here.

First let’s throw out some key facts. Coaching is the number one thing a first line sales manager can do to boost the productivity of their team. This has been proven again and again. Some people still associate it predominately with good old-fashioned field visits, a tick list activity, and perhaps subconsciously relegate its importance in some way. They are absolutely, categorically 100% wrong. But then again they probably think the earth is flat.

Coaching is difficult. That's why a lot of people avoid it like the plague. The upside to coaching is that your team sales will probably go through the roof. The downside is it takes effort to learn how to do it well. Did you know... (in a Michael Caine voice)… less than 80% of managers are good a developing/coaching their people.

That's what this series of podcasts is all about.

Some sales managers can describe coaching quite accurately. It’s defined as awareness and ownership. But when those same managers are faced with coaching a live, twitching human being they are more prone to let business pressure take over and become much more directive or suggestion led. That isn't going to do a thing longer term.