Are You a Great Manager?
Are You a Great Manager?
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?
Are You a Great Manager - To learn more about this author, visit Tom Reilly's Website.
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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?
Are You a Great Manager - To learn more about this author, visit Tom Reilly's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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