I am not familiar with Mark Giganti but I am enjoying his interview at Landing the Deal. Giganti comments on common sales management mistakes:
“Most managers I begin training are just at the point where they begin managing people with the “golden rule” philosophy: “Manage people as you would want to be managed. But I try and get them to see that gold isn’t good enough anymore…they need to get to the “platinum rule” philosophy: “Manage people as they need to be managed.” There’s a big difference.
“Also, I see a lot of professionals who like to ‘manage from the hip’. No plan, no real reason for doing what they do. I liken it to going into battle with a bow and arrow. They manage poorly because they don’t like change, which is where I come in.”
These mistakes are the same ones we see in the market also. As I commented in a post yesterday, most sales managers manage to their own style instead of the salesperson’s style. This self-focused management approach leads to “winging it” since they stick to their own style and do not adapt away from it.