New To Sales Management? Begin With Your People In Mind

Before you do anything, have the likelyAlways match your approach to the actual
expectations of your people in mind. They willcircumstances and be realistic about the situation
tend to define a good manager as one who:o Isyou are in
positive and enthusiastico Has vision (sees theFirst Things First:
longer /broader viewo Achieves their own goalsoDay one as a manager: a great deal to consider if
Is well organisedo Making good - objective -you are moving into a new situation. You should:o
decisionso Delegate appropriatelyo Provides goodSee your new manager early on: confirm your
- honest - feedbacko Is fair and has norole and priorities and set up communications
favouriteso Is open-minded and curiouso Listensprocedure between you both, especially to make
(and is available to listen)o Knows and takes anclear how you check things during the first few
interest in staffo Encourages/supports staffdays.o Arrange introductions to other key people:
developmento Communicates wello Showsif your work involves contacts with others
confidence and gives credito Keeps people(another department, people on the same time
informedo Acknowledges own mistakeslevel as you, etc), make sure you know them and
weaknesseso Shares experiencebegin to cultivate a relationship from the word
Similarly, people will have firm views on the typego.o Meet your own staff: (more of this anon).
of manager they do not want. Those, forOnce again, remember that you only get one
example, who:o Put themselves before theirchance to make a good first impression -
peopleo Fail to set clear objectives/prioritiesoespecially in a new environment. This may be a
Don't appear to care about the team (a loner)ocliché, but it's true. So, consider the details
Are secretive (or late informing)o Procrastinateoand get them right. For example:o Be sure to
Are unapproachableo Are not honest, open andarrive on time (or a touch early)o Look the part
fairo Fail to consider people's feelingso Let their(think about what you wear)
personal workload prevent team maintenanceMeet The People:
This list and the preceding one could easily beMake a point of speaking to everyone on day
extended and will be influenced by factors thatone. If this is not possible (for example, someone
are especially important in your job, organisationmay be away) set a time for an initial word. This
or function.can be informal (just a word at their desk) or in
Make it your business to discover what is mostyour office or meeting room. It needs to do
important to your people.various things.o Act as a personal introductiono
New Post - New Employer?Clarify, briefly, how you see their role (or how the
Throughout your planning and progress you needother person sees it)o Dispel any immediate fears
to tailor your approach depending on whether youthe team member may haveo Answer any
are moving positions within your current companyimmediate questions (or say when they can and
or moving to a new one.o Existing employer.will be answered)o Begin to show you as the kind
Keep in mind that people know you. Your positionof manager you want to be
relative to others will - must - change. You haveAsk questions and canvas opinion from the team
to create a suitable distance between you andabout how things are going, what might need
others, and not allow existing relationships (andchange, challenges for the future, etc
friendships) to dictate the way things work. AtAnd Finally:
the same time you are (still) part of the team,Keep these exchanges positive. Do not be afraid
and how this manifests itself needs consideration.to put things on ice for the moment but be
Beware of being arrogant. Do not throw the babyspecific - "I can't answer that now; give me a day
out of with the bath water - old alliances canor two and I will say something about that when
help.o New employer. The learning curve you facethe whole team gets together".
is inevitably much steeper. Beware of acting (orKeep notes - and keep promises made during
even of giving a view) before you have sufficientsuch conversations.
facts.Copyright © 2007 Jonathan Farrington.