• It fosters your organization's values and culture.

• It provides opportunities for professional growth and advancement vital to retaining an engaged workforce.

Without proper precautions, promoting from within can be perilous. How? Well intentioned organizations take their super producers and promote them to super-visors without providing the new skills needed to succeed at the new position. The super producers who have mastered the technical aspects of their job suddenly need to utilize unrefined soft skills in their new management position. Skills like communication, motivation, delegation, time management and decision making are critical to success. Where do newly promoted supervisors acquire these skills? They're super technicians! We assume they will be super managers?

A Familiar Example

How many times have you seen a top performing sales person fail when promoted to sales manager? What happens when this occurs?

• The skills needed to succeed as a manager differ from those of a sales producer.

• The previously super sales person struggles in his new role managing previous peers.

• Sales force productivity and morale drops.

• The promoted manager is either terminated or returns to the field either in disgrace
  Discussing The Pains of Change with Clients
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  Without proper precautions, promoting from within can be perilous. How? Well intentioned organizations take their super producers and promote them to super-visors without providing the new skills needed to succeed at the new position. The super producers who have mastered the technical aspects of their job suddenly need to utilize unrefined soft skills in their new management position. Skills like communication, motivation, delegation, time management and decision making are critical to success. Where do newly promoted supervisors acquire these skills? They're super technicians! We assume they will be super managers?

  A Familiar Example

  How many times have you seen a top performing sales person fail when promoted to sales manager? What happens when this occurs?

  • The skills needed to succeed as a manager differ from those of a sales producer.

  • The previously super sales person struggles in his new role managing previous peers.

  • Sales force productivity and morale drops.

  • The promoted manager is either terminated or returns to the field either in disgrac
    Give a Little, Gain a Lot: Philanthropic Marketing Yields Big Rewards for Small Businesses
    Branding is a big buzzword in corporate marketing. Creating a distinct identity for your company in the marketplace is about more than getting the word out about your products or services. At its best, branding includes getting consumers to feel good about who you are as a company.One way big-name corporations seek to garner consumer goodwill is by linking their brand to a philanthropic cause. Conside
    d the technical aspects of their job suddenly need to utilize unrefined soft skills in their new management position. Skills like communication, motivation, delegation, time management and decision making are critical to success. Where do newly promoted supervisors acquire these skills? They're super technicians! We assume they will be super managers?

    A Familiar Example

    How many times have you seen a top performing sales person fail when promoted to sales manager? What happens when this occurs?

    • The skills needed to succeed as a manager differ from those of a sales producer.

    • The previously super sales person struggles in his new role managing previous peers.

    • Sales force productivity and morale drops.

    • The promoted manager is either terminated or returns to the field either in disgrac
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      're super technicians! We assume they will be super managers?

      A Familiar Example

      How many times have you seen a top performing sales person fail when promoted to sales manager? What happens when this occurs?

      • The skills needed to succeed as a manager differ from those of a sales producer.

      • The previously super sales person struggles in his new role managing previous peers.

      • Sales force productivity and morale drops.

      • The promoted manager is either terminated or returns to the field either in disgrac
        Customer Service -- Do Warm Cookies, USA Today and Lobby Coffee Really Make a Difference
        Relationship EquityThis is a term used frequently in industrial sales. It means exactly the same thing that we refer to when we discuss customer loyalty in the hospitality industry. Believe it or not there are many other common best practices that are all intended to help reach the common objective of growth and profitability.In the hospitality industry, customer service is the platform upon wh
        se of a sales producer.

      • The previously super sales person struggles in his new role managing previous peers.

      • Sales force productivity and morale drops.

      • The promoted manager is either terminated or returns to the field either in disgrace or for a competitor.

      What does this episode cost a company in lost sales and productivity? Is the same practice repeated in other departments with similar results?

      Management eventually faces a dilemma.

      Do you reprimand, demote or even terminate your former rising star?

      What's the Solution?

      How do you promote your super technicians and super producers without jeopardizing productivity and the futures of your most promising talent? Understand there is a difference between promotions based on technical proficiency and developing your own leadership. The difference lies in assessing and developing the elements necessary to assure a new manager's success.

      Developing your own leadership requires robust processes for development of the people skills, attitudes and focus to assure promoted managers' success.

      Establishing programs for leadership development can avoid costly promotion failures and positively impact the bottom line by improving the effectiveness of your management talent.

      An effective leadership development program could be considered as a