Top Sales Manager Blog

In the early 1980s, Kenneth Blanchard, Ph.D. and Spencer Johnson, M.D. sat down to write a book on management called The One Minute Manager. It immediately became a huge hit and a near immediate bestseller. But both of its authors had probably no idea that several decades later their work is still considered one of the best books ever written in the field of management…and especially sales management.

“Once there was a bright young man who was looking for an effective manager…” and so begins this wonderful book.

The One Minute Manager basically boils down to three secrets to efficient and productive management – all easily applicable to the field of sales management. Like its name says, the book focuses on the importance of doing specific “one minute” tasks essential for motivating, leading and encouraging people to top performance. Many have written about these concepts being far too “simple” or “plain” and that they don’t easily translate well into the world of sales management today.

Rubbish!

The One Minute Manager is STILL one of the greatest books ever written and a personal favorite Top Sales Manager Blog.

Its like teaching someone to hit a baseball (which I’m now doing with my 7-year old son)…if you don’t do the basic stuff (keep your eye on the ball, hold the bat with two hands, watch the ball hit the bat, etc), I don’t care who you are…you will never hit home runs, let alone get on base.

The One Minute Manager brings sales management back to the basics…

So what makes the one minute manager so special? Read on.

The first secret is the one minute goals: This means setting up a meeting between the sales manager – you – and his or her employees, to make sure the goals are clear for both parties and how the sales manager and employees intend to achieve them. “One minute” means this is going to be a quick meeting. The aim is to confirm both short-term and long-term goals, as well as how each employee must to contribute to achieve those goals.

The second is the one minute praising: The one minute manager doesn’t hold back praise when talking to his or her people about their good performance. This is something we are all AWFUL at doing. It’s the real key to motivation, performance and excellent leadership. He does it simply: he praises them immediately and tells them exactly what they did right that deserved praising. Simple, basic, but hugely effective.

The third and last secret is the one minute reprimand: Honesty by praising is one thing, and honesty by reprimanding is another. The one minute manager doesn’t hesitate to reprimand immediately, pointing out specifically what went wrong so the employee has a clearer picture of what and what not to do next time around. This is then followed by reassurance to help the employee get back on track.

The One Minute Manager is a great read, whether you’ve been working as a professional sales manager for twenty years or simply just starting out. We all forget the basics. Books like this reinforce the most essential elements which are the essential skills necessary for top sales management.

Top Sales Manager Blog recommends it from cover to cover.

So read it, get it on audio book and use it daily. Get your copy here.  The concepts are so easy to incorporate into your sales management style it makes it almost TOO easy.

To learn more about sales management training, click here to get your choice of free sales management training courses.

Share your insights on The One Minute Manager by leaving a comment below this post.

Filed under: Leading, Motivation by ralphburns