Wayne Moloney

A sales manager is a Performance Supervisor

A Sales Manager has many roles, with another being a ‘performance supervisor’. View Wayne’s latest appearance on Strategic Selling Group where he explains that management means measurement of processes and procedures in order to achieve outcomes.


Sales Manager or Performance Supervisor?

Over the years I have seen all too many sales managers focussed only on results and not what is necessary to achieve the results. The management component of a sales manager’s role is about the planning and control of work processes, but a good sales manager knows that supervision – directing their team towards success – will deliver not just better results for the team and the individual sales person, but greater job satisfaction for themselves.

Supervising the performance of your team is not just about measuring performance against targets (the results), but helping the individual salesperson understand what will help them be successful and guiding them to undertake these actions and develop the skills needed to achieve success. And this will be different for each individual. Once thorough planning has been done and your team know the sales strategy and objectives, they need to have a comprehensive action plan and the skills needed to guide them through the activities needed to achieve their goals.

“The only man I know who behaves sensibly is my tailor; he takes my measurements anew each time he sees me. The rest go with their old measurements and expect me to fit in”
George Bernard Shaw
Read more

HR Consulting

How Strong Are the Links in Your Management Chain?

I’m sure we’ve all had the experience at one time or another of seeing apparently sound decisions fall apart at the point of implementation, or otherwise proceed but result in unintended consequences.

This can of course happen in connection with any type of decision, and staff-related decisions are certainly no exception. Indeed, training initiatives, recognition programs and performance review systems are classic examples of well-intended business improvement initiatives that can go awry.

Of the many possible reasons for things going off track (poor project management or inadequate resourcing, for example), one of the most common concerns the role of middle managers/supervisors. Read more

Managing Sales Performance

Managing the performance of a sales team is about establishing a shared understanding of what is to be achieved at every level within the sales team to deliver the organisational goals. It’s about aligning the goals of the team and the individuals in a way that will allow each team member to achieve their respective goals while making the necessary contribution to the overall team performance.

“Your performance depends on your people. Select the best, train them and back them. When errors occur, give sharper guidance. If errors persist or if the fit feels wrong, help them move on…”
Donald Rumsfeld, American politician and businessman.

While there has been much ‘robust discussion’ in recent times as to the benefit of employee performance management and, specifically relating to sales, the use of automated sales performance management, managing the performance of your team and the individuals in your team remains an essential part of sales management.

It’s up to you, the sales manager, to inspire and enable the best possible performance of each member of your team. The performance of each individual is dependent on a complex set of variables that will be unique to each salesperson. These variables include ‘hard’ abilities such as job knowledge, skills and expertise; as well as ‘soft’ capacities such as social and emotional intelligences, attitudes and self-esteem, behaviours and habits.

Adopting a well-defined performance management process enables you to systemically fulfil your role as the team’s ‘performance supervisor’. Read more

Enhancing Employee Performance

Thinking About Thinking – Enhancing Employee Performance

We all know that effectively managing employees is fundamental to the success of our business. We variously rely on our employees to serve our customers/clients, to market and sell the goods and services of the business and to implement the processes and systems that keep the business flowing.

As business owners or managers, we can’t be there all the time, so it’s absolutely critical that our employees clearly understand what is expected of them. This in turn means that our ability to effectively communicate with our employees can have a direct and significant impact on the performance of the business.

Read more

HR Consulting

Why are Position Descriptions A Lot Like Politicians?



I probably don’t need to spend too much time convincing you that they are both pretty boring as far as topics of conversation go, but you may need a little more convincing that they (position descriptions at least), are necessary.

Put simply, a position description is a document which outlines the key purpose, relationships and responsibilities of an individual role within the business. In most cases it also details the skills and experience that would be required of a person in order to competently perform the role.

So just what goes into a well-written position description and why are they important for your business?

In terms of their benefits, position descriptions (or job descriptions as they are sometimes referred to) provide:

  • an opportunity to consider and ultimately be clear about important aspects of all positions within the business, including reporting relationships, key task requirements and expectations relating to behaviour/attitude;
  • a good safeguard for you and your business in the event of grievances, disputes, claims of unfair dismissal etc…;
  • clarity for staff and supervisors around just who does what within your business, therein reducing confusion and also providing opportunity for greater efficiency and ultimately profit;
  • opportunity to reduce the risk of non-compliance with employment-related legislation including Work Health and Safety;
  • a sound basis for recruitment and selection, ensuring you get the right person for the job based on their mix of skills, qualifications, experience and demonstrated behaviours/attitudes, and;
  • a sound basis for effective performance review and training and development.

Read more