What do C.O.R.E.© Leadership Skills look like between the regional manager and district manager? I contend that this is the “core” of the issue which I have been discussing over the last few weeks. While there is absolute clarity that defines field activity between a sales rep and district manager this clarity does not exist for the RM-DM relationship. Ask any RM to describe what a field ride-along with a DM should look like. Their response is like embracing a cloud. Not a lot to hang on to.
Show me a district that has performance or personnel issues and I’ll show you a district with a 1st line manager who is struggling.
Show me a senior manager who avoids working in the field with 1st line managers and I’ll show you a senior manager who is leading by hearsay.
I invite every senior sales director with 1st line sales manager direct reports to get out in the field to coach, observe, redirect, and evaluate your managers. While I can’t guarantee every field ride-a-long will be easy, I can guarantee the outcome of your involvement will be extraordinary. Prepare to be surprised. Very surprised – guaranteed!
Chuck – Cogency Group
