What Great Managers DoMarcus Buckingham Sales and Distribution Management Marketing 3345 Professor Chip Besio
The One Thing – A Controlling Insight • Must be applicable across a range of situations • It must serve as a multiplier • It must guide action
What You Need to Know • About Your Direct Reports • What are his or her strengths? • What are the triggers that activate those strengths? • What is his or her learning style?
3 Levers • To Manage People Well: • Make the most of their strengths • Identify and capitalize on their uniqueness • Capitalizing on uniqueness saves time • Makes each person accountable • It builds a stronger sense of team • But will also disrupt your world, shuffle existing hierarchies
3 Levers • To Manage People Well: • Trigger Good Performance • Strengths are not always on display • Squeeze the right trigger – a person will push themselves harder • Squeeze the wrong trigger – a person might shut down
3 Levers • To Manage People Well: • Tailor Your Approach to Their Learning Style – 3 types • Analyzing - ample classroom time • Doing – trial and error integral to process • Watching – only learn when they see the whole picture