Have you ever noticed symphonic conductors are the only ones not making a sound? During a performance, conductors manage by miming; through facial expressions and hand gesturing, they guide the musicians through a performance. Like a coach, a conductor is unable to offer instruction during a performance; he has to rely on thorough preparation and evaluation-prepare the performance; evaluate the results.
Conductors don’t just show up for a performance; why do we? As a manager we cannot perform the, “Win one for the Gipper,” speech every morning; nor can we chant, “Sell a car, save your job!” If you owned your own fully stocked Home Depot you would complain that you didn’t have enough materials to build a house? Why do managers insist they don’t have anything to talk about each morning? Thanks to forums like Dealer Elite (dE) (no plug intended) and a ga-billion blogs, tweets, and podcasts there are tons of no-cost materials out there in order to conduct a well thought out meeting. Those who have started online forums and blogs spend huge amounts of time and effort putting the final touches on what they wish to share to those who care. Why not use what is available? I’ve always said, tools work better when the toolbox is opened. Just as athletes review game film, conductors listen to their completed performance, so too must a manager review a sales person’s efforts. Tracking demos, write-ups, sold, and delivery percentages are methods of evaluating a sales person’s performance. You cannot inspect what you don’t expect. Using real data will hold your salespeople accountable for their actions; when they become accountable, they become more profitable.
Coaching is not done during a performance; that is called conducting. Your conducting is the result of your coaching. See you on the BlackTop!