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Are You a Great Manager?

Written by: Tom Reilly

Article Overview: A twenty-five year Gallup study of over eighty thousand managers discovered the secrets of great managers. Here’s what the research uncovered -- Great managers hire employees based on talent, not experience. This flies in the face of the arguments I hear from sales managers all over the country. They want experienced salespeople. Gallup found that great managers look at talent, not just history.

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Are You a Great Manager?

Numbers fascinate me. They always have. I guess it’s the scientist in me, or the skeptic. Maybe, it’s because I’m from the state of Missouri and our state motto is, Show Me.

A twenty-five year Gallup study of over eighty thousand managers (that’s right 80,000) discovered the secrets of great managers. Twenty-five years of studying anything gets my attention fast. On top of that, 80,000 subjects in the sample! I’m impressed. Here’s what the research uncovered.
First, great managers hire employees based on talent, not experience. This flies in the face of the arguments I hear from sales managers all over the country. They want experienced salespeople. Gallup found that great managers look at talent, not just history.

Second, great managers focus on outcomes instead of process. The emphasis is on results-based management. This is the opposite of the micro-manager who concentrates on the steps involved in the process and is present for everyone of them. A focus on outcomes brings ownership. They delegate the responsibility, not just the tasks.

Third, great managers concentrate on an employee’s strengths and work around their weaknesses. There’s no such thing as perfection when it comes to people, and great managers accept this reality.

Fourth, great managers treat each employee individually. They understand and embrace the philosophy that there is no such thing as a universal motivator. Great managers tailor their management approach to each employee and use praise generously.

Fifth, great managers clearly articulate their expectations in ways that employees understand. There’s no confusion in these ranks. And their employees rise to these expectations.

Sixth, great managers ensure that their employees have all the resources they need to get the job done. This includes the time, budget, and management support required to perform at the level of expectations that the managers set for them.

It makes sense that great managers create great employees. Are you a great manager?

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About the Author: Tom Reilly
RSS for Tom's articles - Visit Tom's website

Tom Reilly is celebrating twenty-five years as a professional speaker and author. He is the president of Tom Reilly Training—a company that specializes in training salespeople and their managers. His client list includes Fortune 500 companies as well as small companies in all major industries. In addition to television and radio appearances, Tom makes live audience presentations more than one hundred days per year. He has written twelve business and self-help books and over three hundred articles that have appeared in business publications, trade journals, and newspapers throughout the United States and Canada. In addition to his books and articles, Tom has written and produced forty audio cassette programs, a Value-Added Selling compact disc set and produced a video learning series at the PBS affiliate in St. Louis. He has started two successful businesses.  Tom has a B.A. and M.A. in Psychology but quickly adds he is a salesman first and foremost. Tom has a several websites, writes for many trade publications, and publishes a monthly e-zine.

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