Pop Quiz: "Do you know how to win with your boss?" May 31, 2007
Answers provided by Vince Thompson, author of Ignited: Managers! Light Up Your Company and Career for More Power, More Purpose and More Success (Financial Times Press)
Sales managers get fired for missing numbers.
False: There's almost always a bigger factor at play—confidence. Missing a number can certainly damage that confidence, but senior executives rarely make a change based purely on the numbers. It comes down to their belief in your ability and the confidence you instill in them. Managers who assume that numbers are all that matters fail to provide the visibility and engagement with their boss that's needed to ride out the rough times.
The boss is always right
False: The boss isn't always right, but he or she has the right to be wrong. If you understand this principle and give your boss some slack you may find you'll get a little in return. In addition, you'll gain the ability to challenge your bosses' ideas in a safe environment. Those who keep their lips close to their bosses' backsides and never dare to offer opposing views often find they alienate those around them and lose credibility with the team.
Complete transparency is the best answer.
True: It's important to be honest and transparent in your dealings. At the same time, your boss can't drink from a fire hose. It's your job to understand what matters most and give your boss the information he needs to be successful without overwhelming him. First, understand the needs of your boss' boss. Oftentimes something gets lost in translation from his/her boss down to you. Go direct to the source and make sure you understand how your boss is evaluated. Then go beyond your boss' explicit need, such as "sign five new accounts," and try to determine his implicit need, such as "make me look like a creative force around here." It's meeting these implicit needs, which are often random, that'll determine the quality of your relationship with your boss.
Sales & Marketing Management Magazine
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