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Jared Hamilton
From: Jared Hamilton
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Gary Sanders

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Manager’s…..Manage or Coach?

I went to the Morehead State vs. Louisville game at the Pepsi Center in Denver for the opening round of the NCAA basketball championship. The game turned out to be a great basketball game with it coming down to the last seconds. While at the game, I was not aware of what Morehead State coach said in there last time out in the huddle.

 

In an interview with Dan Patrick show, Morehead State Coach Donnie Tyndall presented a play that came to him the night before. He went to his notes and plays at 2:30am the day off the game and run through his mind; “Down one what are we going to run. Down two what are we going to run?” He said if they have the ball down two, we are going to shoot a three for the win. They are going to put it in Harper’s hand because he is 6’3 and the two defenders that could defend him are 5’11 or 6’0. Morehead State's Demonte Harper dribbled patiently and watched the clock tick down. Then, he stepped up behind the 3-point line and swished the shot with 4.2 seconds left Thursday for a 62-61 victory over No. 4 Louisville and the first big upset of the NCAA tournament. (full interview available on Dan Patrick Podcast 3/18/2011)

 

What is great about this story is the coach had a plan. He knew how he was going to win and planned his day before he arrived to the stadium. He relied on his player’s ability and the only thing left was execution.  

Would you rather work hard for a coach or be managed?

Jared Hamilton
There are two types of desk manager in the industry: Reactive: those that come to work, rah rah the team and sit behind the desk and work the deals the come their way. and Proactive: those desk managers who come to work as if there will be no traffic, no incoming calls no walkins and they start their day building up the team, then move directly into making things happen. Everyone on the team has list of things to do, and im not talking busy work like lining the lot. Im talking about going into the CRM and workinh: 1. The unclosed deals from the prior days. 2. Hitting up customers from the past week that are still looking. 3. Working the long term internet follow up. 4. pulling customer data and call lists from the DMS to reach customers that are in equity etc... Have a plan and work it. Proactive managers get more done, are more likely to have the team follow them and like the coach in the example will win. What's on your daily todo list?
Jim Bell
You hit the nail on the head Jared. A Sales Manager that is digging into the CRM is going to have far more success than the manager that doesn't. Customers like to get a phone call from a manager that can do something now over the phone vs. a call from a salesman and says "I will have to see what we can do." They then get busy with a fresh up and at the end of the day sitting in their living room and think back, "Crap! I forgot to call Mr. Jones back." It all comes down to processes and how much the Sales Manager wants the salesperson to be successful. When the salesman is successful, the manager is successful.

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