Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives by Keith Rosen

Author:Keith Rosen
Language: eng
Format: mobi, pdf
Publisher: Wiley
Published: 2009-05-17T14:00:00+00:00

THE PASSIVE MANAGER

Also referred to as Parenting Managers or Pleasing Managers, Passive Managers take the concept of developing close relationships with their sales team and coworkers to a new level. These managers have one ultimate goal: to make people happy. While this is certainly an admirable trait, it can quickly become a barrier to leadership efforts if not managed effectively.

Because all Passive Managers want to do is please, they are more timid and passive in their approach. These managers will do anything to avoid confrontation, and collapse holding people accountable with confrontation and conflict. If Passive Managers hear a concern from a salesperson, rather than viewing this as someone reaching out for assistance or an opportunity to challenge a salesperson and help her grow, Passive Managers take the salesperson’s side without exploring her concerns at a deeper level. The Passive Manager will do anything to appease people.

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