Interpersonal Business

The manager-managee relationship and balance of power has significantly evolved in recent years. We have often asked those we manage to begin to “think like a manager.” The old school of “management by dictatorship” will only serve to limit the fundamental quality of your staff. We understand the need to nurture and delegate to our staff, but are we willing to relinquish power in the process?

At some point, a manufacturer’s expectations for growth will exceed even the super human efforts of your top producing sales person. Management should encourage the sales person’s options of hiring office help, service assistants, or bringing on a customer service associate to handle a portion of their accounts. While territory divisions and line packages are ultimately the responsibility of management, a single executive decision to divide a territory should only be made as a last resort.