Some years ago, back in the 80s, American business writer Tom Peters coined the term “management by walking around“. The concept was a huge hit, and Tom Peters became an instant household name in the corporate world.
He was called a “leadership genius” and acclaimed as “one of the top management gurus to come along in over a century”. He earned it. Management By Walking Around (MBWA) was groundbreaking during its time.
But it wasn’t that big a deal – if you ask me.
MBWA was simply common sense. So okay. Maybe that’s why it became popular in the first place. MBWA was a simple yet effective solution to sales management. I guess that kind of stuff doesn’t come around more than once in a century.
A sales manager could be a management genius too by following what Tom Peters advocated more than thirty years ago—that is, by incorporating “roving sales leadership” into your style of management. I know, we all have our way of doing things. But MBWA is so simplistic in its approach that you might as well be doing it already without you knowing it. (more…)