April 18, 2010
Q: I know you have spoken to this before but I’m still real conflicted in trying to grow myself into what I call a “management success.” Any general additional thoughts you can share at this time? (Alfred D., President – Internet Service Co., Fort Lauderdale, FL)
A: To be an effective manager, you must pay attention to the multiple levels of management, your leadership role and growth within organization. It's a bit difficult to arbitrarily build a "management success" model and say that the following five items are the most important for a manager to achieve success. I will, however, take this opportunity to suggest a few management success skills, for which I believe you should have, embrace and/or learn, to be a successful manager.
I’ve said this many times in the past, but an outstanding manager is one that is a true leader with whom people are willing to associate themselves and follow you into the battle of the business world. EVERY action you take during your career within an organization helps determine whether people will one day want to follow you.
In addition consider the following suggestions:
• Foster and build interpersonal relationships that create trust, respect and collaboration.
• Be totally in tuned to communicate effectively in person, print and email.
• Listening and two-way feedback characterize your interaction with others.
• Build a team that enables other team members to collaborate more effectively with each other. People feel they have become more effective, more creative, and more productive, in the presence of a team builder.
• Create an environment in which people experience uplifting or positive morale and recognition so that employees are motivated to work hard for the success of the business.
• Provide recognition to “all” when others demonstrate their leadership skills as well.
• Think about this… “You have the power to make their day or break their day.” Your choice. No kidding.
• You as a manager or supervisor have a tremendous impact on an employee’s motivation by your words, your body language, and the expression on your face. Because as a manager, supervisor, or leader, you telegraph your opinion of THEIR value to the people you employ.
• And finally, your entrance into the work place every day will set the tone. Again the choice is yours….grumpy, happy, business like, caring, leader or a dictator. Which sounds best to you?
Thank you for your readership and as always your comments or questions are always welcome. If you like what you read here, please pass on the link for your friends or colleagues to receive a copy of The Desk of Gman as well. Have a tremendous week.
Regards,
George F. Mancuso, CPC
President
Gman Business Resources
Grinnell, IA
Nationally recognized Retained Executive Search and Employee Retention Specialist.
4/10/10
What is so gratifying about being in sales?
April 10, 2010
QUESTION: What is it about being a professional sales person that is so gratifying?
ANSWER: On Thursday of this week, I had the distinct pleasure of speaking to the Major Account Managers from the ADP Corporation (Automatic Data Processing), in Lenexa, Kansas. These men and women are truly a well trained and dedicated professional sales team. My sincere appreciation and thanks to Danielle and Carrie for the invitation.
In our discussion, I suggested to them that it is not business as usual and in order to grow themselves and their company they had to reinvent themselves in some small (or possible large) way. They offer a tremendous business service, are the considered to be the leader in the Human Resource arena and the corporation is probably as sound as any could be so they don’t have to take a back seat to any competitor.
Sales as a profession resonate with each of us for different reasons. However, there are several commonalities that arise when we approach our own professional development, client relations and community service. I am a believer that most professional sales people enjoy coming to work and hunger for more than just getting the job done.
Most of us spend a considerable amount of time reading, attending conferences and in general, discussions with other professionals with regards to approaches and practices. Consummate sales professionals seem to get a great deal of satisfaction from their careers when they can pursue and achieve three things;
1. Autonomy: They want control over their work
2. Mastery: They want to get better at what they do
3. Purpose: They want to be part of something that is bigger than themselves
Finally, I suggest to you today, that [WE] within the sales profession arena play a key role in the building of companies and growing of people in this great country of ours. Who wouldn’t want to be a part of that?
As always, please accept my wishes for a tremendous and gratifying week. You comments are always welcome and if I can help in any way, please call or write and I will respond immediately!
Regards,
George F. Mancuso, CPC
President
Gman Business Resources
QUESTION: What is it about being a professional sales person that is so gratifying?
ANSWER: On Thursday of this week, I had the distinct pleasure of speaking to the Major Account Managers from the ADP Corporation (Automatic Data Processing), in Lenexa, Kansas. These men and women are truly a well trained and dedicated professional sales team. My sincere appreciation and thanks to Danielle and Carrie for the invitation.
In our discussion, I suggested to them that it is not business as usual and in order to grow themselves and their company they had to reinvent themselves in some small (or possible large) way. They offer a tremendous business service, are the considered to be the leader in the Human Resource arena and the corporation is probably as sound as any could be so they don’t have to take a back seat to any competitor.
Sales as a profession resonate with each of us for different reasons. However, there are several commonalities that arise when we approach our own professional development, client relations and community service. I am a believer that most professional sales people enjoy coming to work and hunger for more than just getting the job done.
Most of us spend a considerable amount of time reading, attending conferences and in general, discussions with other professionals with regards to approaches and practices. Consummate sales professionals seem to get a great deal of satisfaction from their careers when they can pursue and achieve three things;
1. Autonomy: They want control over their work
2. Mastery: They want to get better at what they do
3. Purpose: They want to be part of something that is bigger than themselves
Finally, I suggest to you today, that [WE] within the sales profession arena play a key role in the building of companies and growing of people in this great country of ours. Who wouldn’t want to be a part of that?
As always, please accept my wishes for a tremendous and gratifying week. You comments are always welcome and if I can help in any way, please call or write and I will respond immediately!
Regards,
George F. Mancuso, CPC
President
Gman Business Resources
4/4/10
April 4, 2010
Question: “Over the last 30+ years I have worked my way up the proverbial ladder to an executive management level. I’ve always believed that I am a good manager and care about our people. But it seems in today’s workplace, things have really changed as I seem to have more and more difficulty dealing effectively with our employees. Would you be kind enough to provide me with any ideas, revelations or suggestions?”
Answer: Great question and filled with commonalities of many other Emails I have received, so this should appeal to many within our readership.
The Internet is filled with articles that compare managers vs. leaders including several from me. The workforce in general has changed partly because the workplace has changed. The uncertainty of the economy, security of jobs, lack of opportunities to grow, coupled with misinformation from “the top,” unfulfilled promises and managers who don’t how to lead in unfamiliar/uncertain ground.
1. To begin with, I would encourage you to make certain that you are a good interviewer. One that asks questions that get you use able information and makes the applicants feel comfortable enough to demonstrate his/her passion for their abilities during the interview process. Don’t do all the talking but do make copious notes. Anything that doesn’t sound right or needs clarified ask those follow up questions immediately and not worry about it days later.
2. Don’t ever forget that one shoe doesn’t fit all in the workplace. We are all unique individuals and if you are a good leader/manager you will understand this. If not, it’s area you will need to work on. Improvement of our management and people skills will always be a work in progress.
3. You can resolve many issues by just allowing your workplace to be one that employees want to be involved with on a daily basis. Any working environment, being a safe and comfortable place is paramount to any organizations success.
4. And finally I don’t care how case hardened a manager/leader you have become; you can get more bees with honey than you can with vinegar. So with that said, please don’t ever forget a public “thank you,” please and just letting employees know that without them, life would be difficult, thus demonstrating your appreciation for their contribution(s).
Now I am going to suggest that the X and Y generation of workers and leaders do march to a bit of a different tempo. It certainly appears that they don’t like change unless it accelerates their position in life and are more in tuned to “what’s in it for me” as well as being filled with impatience.
This isn’t an impossible situation only one requiring keen management skills. Mainly, you must get all employees committed to level of expectations for both of you. This might be verbal or in writing, but it must be. Mutual agreements of various commitments reduce misunderstandings, improve morale and increase productivity.
As always, please accept my good wishes for a tremendous week and may the sun shine brightly upon you, wherever you are.
Regards,
George F. Mancuso, CPC
Gman Business Resources
Grinnell, IA
Question: “Over the last 30+ years I have worked my way up the proverbial ladder to an executive management level. I’ve always believed that I am a good manager and care about our people. But it seems in today’s workplace, things have really changed as I seem to have more and more difficulty dealing effectively with our employees. Would you be kind enough to provide me with any ideas, revelations or suggestions?”
Answer: Great question and filled with commonalities of many other Emails I have received, so this should appeal to many within our readership.
The Internet is filled with articles that compare managers vs. leaders including several from me. The workforce in general has changed partly because the workplace has changed. The uncertainty of the economy, security of jobs, lack of opportunities to grow, coupled with misinformation from “the top,” unfulfilled promises and managers who don’t how to lead in unfamiliar/uncertain ground.
1. To begin with, I would encourage you to make certain that you are a good interviewer. One that asks questions that get you use able information and makes the applicants feel comfortable enough to demonstrate his/her passion for their abilities during the interview process. Don’t do all the talking but do make copious notes. Anything that doesn’t sound right or needs clarified ask those follow up questions immediately and not worry about it days later.
2. Don’t ever forget that one shoe doesn’t fit all in the workplace. We are all unique individuals and if you are a good leader/manager you will understand this. If not, it’s area you will need to work on. Improvement of our management and people skills will always be a work in progress.
3. You can resolve many issues by just allowing your workplace to be one that employees want to be involved with on a daily basis. Any working environment, being a safe and comfortable place is paramount to any organizations success.
4. And finally I don’t care how case hardened a manager/leader you have become; you can get more bees with honey than you can with vinegar. So with that said, please don’t ever forget a public “thank you,” please and just letting employees know that without them, life would be difficult, thus demonstrating your appreciation for their contribution(s).
Now I am going to suggest that the X and Y generation of workers and leaders do march to a bit of a different tempo. It certainly appears that they don’t like change unless it accelerates their position in life and are more in tuned to “what’s in it for me” as well as being filled with impatience.
This isn’t an impossible situation only one requiring keen management skills. Mainly, you must get all employees committed to level of expectations for both of you. This might be verbal or in writing, but it must be. Mutual agreements of various commitments reduce misunderstandings, improve morale and increase productivity.
As always, please accept my good wishes for a tremendous week and may the sun shine brightly upon you, wherever you are.
Regards,
George F. Mancuso, CPC
Gman Business Resources
Grinnell, IA
3/27/10
Who says we can’t come out on top?
Who says we can’t come out on top?
Immediately following the Super Bowl, I wrote an article with a similar theme as this one. But after last weekend, I again felt this message needed to be said, so kindly indulge me.
Last Saturday, NUMBER ONE ranked Kansas University took the basketball court against NUMBER NINE ranked University of Northern Iowa. 87% of the polls stated with authority, that KU would defeat poor lonely UNI. The KU fans believed it, the pollsters believed it, the media believed it, the announcers believed it and of course with a somewhat smug attitude, the KU Jayhawks basketball team apparently figured this game that would be nothing more than a stepping stone to the next level.
Only one factor all these folks didn’t count on. The University of Northern Iowa (Panthers) basketball coaches and players didn’t believe it and refused to get sucked into that sandbox of negativity. They arrived in a humble and non ostentatious way, no bragging, no showboating, no out loud predictions, no media pundits to fall back on, just a meaningful purpose, drive, determination and a desire to take the next step one basket at a time.
Final score, Number One ranked KU, 67, Number Nine ranked UNI 69. Please don’t misunderstand me here, KU was ranked number one. They earned that from very hard work from many very talented coaches and players. By all statistics, they should have run over UNI with ease, but I have to ask myself, “did complacency set it?” Did they jump into the sandbox of negativity in a reverse manner, thinking they were number one and invincible?
The correlation to this one basketball game vs. the business fight of our lives that most of us are in, does in fact parallel themselves. We have on one side the media spinning all the news of the day into negative connotations to make it sound more glamorous. Glamour and hype sell newspapers and advertisement in TV and Radio. And if we just listen without keeping our feet of reality solidly on the ground, suddenly we are sucked into that proverbial sandbox of negativity too. How do YOU feel when you are negative and down? Does it make you feel safe? Warm and cozy? In a winning mood? Of course not, so maybe you should ask, “why am I willing to play in [that] sandbox?”
There continues to be only one way to make it back to the top. It includes hard work, determination, drive and the will to not let anything stand in your way. I talk all the time about making a plan and working the plan, one week at a time followed by the next then another; then those weeks turn into one month followed by another. I am asked almost every week, “what can we do different that hasn’t been tried.” My response remains the same….HONESTY, BECOME THE EXPERT ABOUT YOURSELF, YOUR COMPANY AND YOUR PRODUCT/SERVICE. Then and only then are you ready to define how you differentiate from all of the competitive other souls that want the same piece of ground you stand on.
There is a new NORMAL in the making and that new NORMAL is still changing and trying to get comfortable in its role. As experts in our field whether it is sales, management, engineering, manufacturing, service, marketing or human resources, we need to be able to see far enough ahead to help OUR NORMAL into the future and not fall back onto the rough and possibly complacent ride that got you here.
As always, please accept my wishes for another great week. Your comments or concerns are always welcome. Call or write and I will respond immediately!
Regards,
George F. Mancuso, CPC
Gman Business Resources, Inc.
Grinnell, Iowa
Immediately following the Super Bowl, I wrote an article with a similar theme as this one. But after last weekend, I again felt this message needed to be said, so kindly indulge me.
Last Saturday, NUMBER ONE ranked Kansas University took the basketball court against NUMBER NINE ranked University of Northern Iowa. 87% of the polls stated with authority, that KU would defeat poor lonely UNI. The KU fans believed it, the pollsters believed it, the media believed it, the announcers believed it and of course with a somewhat smug attitude, the KU Jayhawks basketball team apparently figured this game that would be nothing more than a stepping stone to the next level.
Only one factor all these folks didn’t count on. The University of Northern Iowa (Panthers) basketball coaches and players didn’t believe it and refused to get sucked into that sandbox of negativity. They arrived in a humble and non ostentatious way, no bragging, no showboating, no out loud predictions, no media pundits to fall back on, just a meaningful purpose, drive, determination and a desire to take the next step one basket at a time.
Final score, Number One ranked KU, 67, Number Nine ranked UNI 69. Please don’t misunderstand me here, KU was ranked number one. They earned that from very hard work from many very talented coaches and players. By all statistics, they should have run over UNI with ease, but I have to ask myself, “did complacency set it?” Did they jump into the sandbox of negativity in a reverse manner, thinking they were number one and invincible?
The correlation to this one basketball game vs. the business fight of our lives that most of us are in, does in fact parallel themselves. We have on one side the media spinning all the news of the day into negative connotations to make it sound more glamorous. Glamour and hype sell newspapers and advertisement in TV and Radio. And if we just listen without keeping our feet of reality solidly on the ground, suddenly we are sucked into that proverbial sandbox of negativity too. How do YOU feel when you are negative and down? Does it make you feel safe? Warm and cozy? In a winning mood? Of course not, so maybe you should ask, “why am I willing to play in [that] sandbox?”
There continues to be only one way to make it back to the top. It includes hard work, determination, drive and the will to not let anything stand in your way. I talk all the time about making a plan and working the plan, one week at a time followed by the next then another; then those weeks turn into one month followed by another. I am asked almost every week, “what can we do different that hasn’t been tried.” My response remains the same….HONESTY, BECOME THE EXPERT ABOUT YOURSELF, YOUR COMPANY AND YOUR PRODUCT/SERVICE. Then and only then are you ready to define how you differentiate from all of the competitive other souls that want the same piece of ground you stand on.
There is a new NORMAL in the making and that new NORMAL is still changing and trying to get comfortable in its role. As experts in our field whether it is sales, management, engineering, manufacturing, service, marketing or human resources, we need to be able to see far enough ahead to help OUR NORMAL into the future and not fall back onto the rough and possibly complacent ride that got you here.
As always, please accept my wishes for another great week. Your comments or concerns are always welcome. Call or write and I will respond immediately!
Regards,
George F. Mancuso, CPC
Gman Business Resources, Inc.
Grinnell, Iowa
3/21/10
Are There New Communication Rules in 2010?
March 21, 2010
Q: “Many of your topics are inclusive of face-to-face business relationships. As we are entering an era using a new vehicle of communication, virtual communication, I find that many leaders who are great at inspiring and building relationships face-to-face are really struggling when forced to accomplish this on-line or over the phone. Are the ‘smoozing’ techniques changing in this new world? Have you seen this transformation in your business relationships? Can you offer any advice?” (Rene, Insurance Executive, New Jersey)
A: Great questions Renee and thank you for your readership. A few weeks back my Sunday article asked, “Do you respond to phone calls and Emails?” It was probably the biggest Email response I ever received following an article. The responses were not divided equal but most executive, engineering and Human Resource people said no, usually defending their position and most sales or customer service people said yes and complained about the non-responders.
To say the least because I have and do walk in both sets of shoes and I empathize with both sides of the isle.
With that said we must realize the following:
a. It’s very easy to wear an electronic “mask” in today’s world
b. It’s very easy to camouflage oneself under the cover of voice mail and Email
c. It’s very wrong to become confrontational in an Email or voice mail
d. It’s a demonstrated fact that many sales, management and other executives are uncomfortable in these uncertain and uncharted territories
e. The decision making process has reached an all time dependency under the category of procrastination
The “NO’s” responses in my earlier article had several commonalities which included words like; “intrusion, bothering me, too busy, too many, no need, no time, unsolicited, unwanted and don’t care.”
The “YES’s” on the other hand used words like; “Yes, absolutely, my life line, how I make an honest living, I respond to all and the NO people is my pet peeve.”
So to answer your questions;
1. There are no new “smoozing” techniques. And I personally am against trickery to get folks to respond, even though in many cases it seems like the only way to get through.
2. This transformation of hiding out has manifested itself to almost every industry. From the executive recruiters I speak with to the big ticket sales people and all in between, the complaints remain the same. And in today’s world, the time tested aphorism “what goes around comes around” has never been at a higher level of demonstration.
3. As for advice, I can only suggest that you treat people as you’d like to be treated. I’d like to suggest that you meet with your top management people and ask them your questions. Do they electronically hide? How does YOUR sales department handle it when they can’t get their message across?
4. Once we start treating each other better, we as a business community will truly be in recovery and on the grow. Stay the course of a consummate professional and the rewards will come to you. Its okay for you to step up to the plate and lead the charge.
5. There is no magic elixir or words of wisdom beyond your knowledge, compassion, determination, education and will to succeed.
6. Bottom line, “.… is for YOU to define your character, identify what sets you apart from the competition, refine your approach and just make it happen!”
I certainly hope this week is a tremendous one for you. Your comments are always welcome and if I can be of assistance please call or write and I will respond immediately!
Regards,
George F. Mancuso, CPC
Q: “Many of your topics are inclusive of face-to-face business relationships. As we are entering an era using a new vehicle of communication, virtual communication, I find that many leaders who are great at inspiring and building relationships face-to-face are really struggling when forced to accomplish this on-line or over the phone. Are the ‘smoozing’ techniques changing in this new world? Have you seen this transformation in your business relationships? Can you offer any advice?” (Rene, Insurance Executive, New Jersey)
A: Great questions Renee and thank you for your readership. A few weeks back my Sunday article asked, “Do you respond to phone calls and Emails?” It was probably the biggest Email response I ever received following an article. The responses were not divided equal but most executive, engineering and Human Resource people said no, usually defending their position and most sales or customer service people said yes and complained about the non-responders.
To say the least because I have and do walk in both sets of shoes and I empathize with both sides of the isle.
With that said we must realize the following:
a. It’s very easy to wear an electronic “mask” in today’s world
b. It’s very easy to camouflage oneself under the cover of voice mail and Email
c. It’s very wrong to become confrontational in an Email or voice mail
d. It’s a demonstrated fact that many sales, management and other executives are uncomfortable in these uncertain and uncharted territories
e. The decision making process has reached an all time dependency under the category of procrastination
The “NO’s” responses in my earlier article had several commonalities which included words like; “intrusion, bothering me, too busy, too many, no need, no time, unsolicited, unwanted and don’t care.”
The “YES’s” on the other hand used words like; “Yes, absolutely, my life line, how I make an honest living, I respond to all and the NO people is my pet peeve.”
So to answer your questions;
1. There are no new “smoozing” techniques. And I personally am against trickery to get folks to respond, even though in many cases it seems like the only way to get through.
2. This transformation of hiding out has manifested itself to almost every industry. From the executive recruiters I speak with to the big ticket sales people and all in between, the complaints remain the same. And in today’s world, the time tested aphorism “what goes around comes around” has never been at a higher level of demonstration.
3. As for advice, I can only suggest that you treat people as you’d like to be treated. I’d like to suggest that you meet with your top management people and ask them your questions. Do they electronically hide? How does YOUR sales department handle it when they can’t get their message across?
4. Once we start treating each other better, we as a business community will truly be in recovery and on the grow. Stay the course of a consummate professional and the rewards will come to you. Its okay for you to step up to the plate and lead the charge.
5. There is no magic elixir or words of wisdom beyond your knowledge, compassion, determination, education and will to succeed.
6. Bottom line, “.… is for YOU to define your character, identify what sets you apart from the competition, refine your approach and just make it happen!”
I certainly hope this week is a tremendous one for you. Your comments are always welcome and if I can be of assistance please call or write and I will respond immediately!
Regards,
George F. Mancuso, CPC
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