By Mike Philie
In August 17, 2008

It's hard enough to be successful these days without trying to figure out what's expected of you at work. At NAPL's Management Institute in Washington, DC we had nine newly minted sales managers in the Sales Management class. from all over the country, some were from commercial printers, some were the family in a family shop and others were from fairly sophisticated firms with great management structures and support.

We spoke about expectations; as the new sales managers, what does your boss, owner, management team expect from you? Only two of them felt somewhat comfortable about knowing the expectations that lie ahead. Not a good thing.

Alignment in all that we do is a critical component of successful companies. How can we work together as a team if we don't fully understand our goals and objectives? Take the time to make sure that those that report to you really understand what you expect from them. Ask your superior to take the time to clearly define their expectations for you. With everyone in better alignment, you'll stand a much better chance of successfully executing your objectives and reaching your goals.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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