Tag Archives: Closer

How Do You Shift a Key Employee to Manager? – Pt 1 Four Points

Situation: A CEO wants to promote a key employee from rainmaker to manager. This will not involve a change in expectations or metrics for either the new manager or the employees who will report to her. However, there needs to be more forcefulness and clarity on what needs to be accomplished, both for the new manager and her team. How do you shift a key employee from rainmaker to manager?

Advice from the CEOs:

  • Renegotiate expectations of the two employees who will now report to the new manager. This doesn’t change the team goal, but will give all members of the new team measurable objectives that will enable them to contribute. An example of a measurable and achievable objective may be leads generated for them to close.
  • Don’t just measure activity – measure the outcomes that the team’s activities produce. For the new manager, create a 90-day plan with specific, SMART objectives, as well as a training schedule that will bring her up to speed with the full organization so that she sees how the pieces fit together and has the opportunity to contribute as she sees opportunity.
  • Think about the full process through which the vision will be translated to reality:
    • Vision →
    • Plan →
    • Standards of Performance →
    • Objectives →
    • Evaluate and Monitor
    • With multiple feedback loops between these components
  • The key to business development or sales is relationships. Much of the technical aspect of any sale amount to learning the lingo that is involved with the sale.
    • Look at what members of the team can do to build relationships with potential clients.
    • Support them with technical support and teach them about the technical aspects of the business along the way – for example through lunch seminars.
    • The new manager will act as the closer for relationships that the team nurtures and brings to the firm.

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How Do You Maintain the Passion for Your Business? Six Thoughts

Situation: The CEO of a company is finding it increasingly difficult to maintain the passion that she had when the business was young. Day to day work feels like having a monkey on her back with too much time spent on sales and business minutiae. Too little time is spent on strategy and growth. How do you maintain the passion for your business?

Advice from the CEOs:

  • Look at what you like and don’t like – delegate what you don’t like.
    • Delegate activities which are inappropriate for a top executive – like answering the telephone when others are present to do this.
  • Get everybody in the same boat – get them rowing in unison.
    • Delegate more responsibility – with the understanding that others will make mistakes. When they do, they must understand their responsibility for repairing them.
    • Prioritize tasks as they are delegated to reduce conflict or confusion.
  • Strengthen relationships with key suppliers and customers. This is a strategic move to reduce future risk to the company.
  • How did you get the monkey off your back?
    • Ask managers and employees for their input – have them develop solutions. If they push back that they don’t know how or don’t have the resources, let them know that their job is to provide solutions, not just to identify problems.
    • This takes time and patience, but if the CEO is steadfast this can yield results in a surprisingly short period of time.
  • Reduce time spent on sales. Become the closer – the only person who can do that little something to close a sale.
    • Have the others do the heavy lifting our qualifying the customer, developing the solution, crafting the proposal and presenting this to the customer. Limit the CEO’s involvement to reviewing the proposal prior to presentation, and to acting as closer ONLY if sales can’t do the job themselves.
  • Learn to take time off – develop other interests. This is the first step in being able to take longer periods of time off.

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