Sales training programmes and sales conferences will no
doubt abound in the next few years with photos , video clips and quotes from the
Summer of Sport 2012. Targets and
forecasts will similarly be set. These sporting analogies will be used to spur
on salespeople and sales teams.
Supporting the sports stars are of course the array of
psychologists, nutritionists, physiotherapists and coaches.
Today’s salespeople similarly need their role models and
heroes. They also need to build up their support network of gurus, mentors and
coaches.
Those Sales Directors and Managers who see their job (or
part of their job) equivalent to a head coach might well look to the example of
head trainers in sports.
But I wonder how many would live out the level of personal accountability
that Charles Van Commenee has recently exhibited at Athletics UK.
 |
| My Sketch of Charles van Commonee turned out to look more like Buddy Holly who was another Charles ( Charles Hardin Holley) "That'll be the day" |
Taking up his post as head trainer for Athletics UK UKA just
three years ago , Mr Commenee set a target for the team of at least 8 medals
including 1 gold.
The team fell two short of the target. Yet the team achieved
FOUR Gold medals !
Despite the wonderful achievements of Jessica Ellis, Greg
Rutherford and Mo Farah, Commenee viewed these superb feats as a distraction to
the underlying disappointments in track and field.
How many Sales directors, Sales managers and Sales trainers
would behave similarly ?
Having observed many sales conferences it is more likely
they would bask in the centre stage kudos of the Gold medals of their star
sales champions presenting them with awards and trophies rather than feel they
that should resign for the lack of overall podium places of the whole sales
team.
Immediately after the Olympics, Van Commenee is reported to
have said it was ‘weird’ that people still wanted him to stay at UK Athletics after his athletes missed the target and agreed he would be
undermined by his previous pledge if he
stayed in post.
“… I have worked hard to implement accountability as it is vital to the culture of elite sport, and this has been absolutely central to what we have achieved.
Whilst I have been thankful for the kind comments and wishes, I believe my decision has the interests of British Athletics at its heart in sustaining this culture.
I am happy the future is looking promising with the talent that is about to break through now. But it needs the new energy and approach by the new leadership team through to 2017. ”
Cass Business School ran an ad campaign during the 2012
Olympics implying Business Management was perhaps even tougher than competitive
sport.
Is personal accountability
in business management as rigorous as it seems for elite sports coaching?
I wonder how many Directors , Sales Managers or Sales
Trainers would live their accountability
mantras to the extent Mr Commenee has ?
This is a version of stand up and be counted, 'Stand up and be accountable' Managers and leaders in any arena who do not lead and manage properly are largely responsible for the shortcomings of their team and the individual members. That's a big load to carry and M & Ls need to be supported through quality training. Those who aren't provided with that are doing the best they can with what they believe they know. People leave their managers, rarely their jobs! The costs are huge ..... and not just in monetary terms. So who's leading the leaders?
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