Question: “I’ve employed a fantastic sales manager but he’s disaster with the back office.” John
Answer: “It’s true that an ability to exceed sales targets doesn’t necessarily equate with good management skills.
Equally the back office could be disruptive because they’re a) envious of his success or b) annoyed about the extra work because of it or c) failing to adjust team dynamics with a new sales manager with perhaps different values or d) other.
So identify the real problem then analyse the impact it’s having on the company.
It’s no good having new business, for example, if the back office can’t or won’t provide good customer service. Or the internal conflicts impact negatively on other aspects of the business.
By doing this you’ll identify the key areas that need addressing with a good cost benefit analysis of why you should invest resources to do so. That might be management training or team building or something more fundamental.
Whilst you’re not responsible for other people’s behaviour, you are responsible for ensuring as smooth an introduction to the business as possible for your new sales manager. You haven’t done that so far but it’s not too late to do something about it.”
Laura is an organisation development specialist and executive coach with mtc2 ltd and was Highly Commended in the Eastbourne Business Awards Business Person of the Year. To solve your problem email firstname.lastname@example.org Tweet @WayfinderWoman Names and details have been changed to protect confidentiality.