Communicating

We as supervisors and members of management are not clearly communicating to our employees our expectations and the direction we want them to go. One reason is we are too concerned with our own jobs. Supervisors would get more accomplished if they spent more time communicating with their employees and less time trying to please their bosses. In … [Read more...]

Prospect Reports

The Prospect Report should be completed weekly by the Salesperson and discussed with their manager, either bi-weekly if a large improvement in sales is needed, or monthly if sales are on target. Prospect/Contact/Source Section: List any prospect, who the primary contact is, and the source for the prospect. An analysis of sources is … [Read more...]

Qualities of a Successful Supervisor

What are the qualities of successful supervisors? Successful supervisors: know where they want to go know how to get there are able to convince people to follow them think in terms of getting things done, not doing them maximize the strengths and minimize the weaknesses of their employees lead by setting a good example are  able  to  … [Read more...]

Performance Appraisals

Most supervisors dislike giving an employee a performance appraisal because it is like someone criticizing a son or a daughter. They are apprehensive about offering criticism because they believe it may discourage an employee and create a problem. Actually, if they don't give an honest, constructive appraisal they may appear to be hypocrites … [Read more...]

Limiting Manpower Costs

Even if you're not an owner or president of a company, as a supervisor, you should have an interest in improving the profitability of your company. After all, the more successful your company is, the more opportunity you have! There are two major categories of manpower expense: the number of people and the rates of pay. As the following chart … [Read more...]

The Best Definition of Management

The best definition of management was created by the American Management Association. "It is the act of getting things done through others and having them do it willingly". It is a difficult art, not a science, like the computer business or manufacturing. Have you ever bought 10 boxes of performance or three cartons of morale? These are … [Read more...]

Achieving Sales Objectives

The first step is to determine your customers’ needs.  Either conduct Market Research by retaining a company to provide a report on customer needs or conduct your own Customer Requirements Survey. The next step is to change the way you do business to fit the customers’ needs you identified.  It could be your products, services, or customer … [Read more...]

How to Improve a Poor Performer

There are only two reasons why employees don't do a good job. They either can't do the job, or they won't do it. If they can't do the job satisfactorily then the solution  should  be  quite obvious—they should be transferred to another  position or eventually  they may have to leave the company. As harsh as this may sound, most people will find a … [Read more...]

Sales Time Study

This is a study that can be used to improve sales by identifying how a Salesperson spends their time. Then making changes so there is an increase in the time spent in Sales and a decrease in Sales Administration and Other Non-Sales activities. A description of each activity is on the Sales Time Study form: The Salesperson should complete the … [Read more...]

Supervisor Delegating – Delegating Employees

We all talk about it and we know that we should do more of it, but most of us don't delegate very much. The main reason is quite simple. We're insecure. I have never met anyone, unless he has an employment contract, who is not insecure about something. It is either his or her supervisor, the financial condition of the company, competition from … [Read more...]