Your SlideShare is downloading. ×
0
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

9 Ways Managers Cost Companies Sales, Customers and Profit, and How to Fix It!

476

Published on

Over 50% of managers fail today according to management derailment studies. That means in the US 7.5M managers go to work each day and are obstacles to employee productivity, engagement, quality and …

Over 50% of managers fail today according to management derailment studies. That means in the US 7.5M managers go to work each day and are obstacles to employee productivity, engagement, quality and customer service. What must managers do to improve and succeed? This presentation reviews the problems and solutions to leadership effectiveness.

Published in: Business, Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
476
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
34
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  1. © 2013 WCW Partners © 2013 WCW Partners
  2. © 2013 WCW Partners Doug Watsabaugh and Rick Conlow Co-Founders of WCW Partners, Inc. a global management consulting and training company and Co-Authors of SuperSTAR Leadership
  3. © 2013 WCW Partners Daniel GolemanKen Blanchard/ Paul Hershey Marcus Buckingham Kouzes and Posner Steven Covey Frederick Reichheld John Maxwell Jack Welch Tom PetersJim Collins
  4. © 2013 WCW Partners
  5. © 2013 WCW Partners
  6. © 2013 WCW Partners
  7. © 2013 WCW Partners
  8. © 2013 WCW Partners
  9. © 2013 WCW Partners There’s a face and the word liar.
  10. © 2013 WCW Partners
  11. © 2013 WCW Partners Do you see a musician or a girl’s face?
  12. © 2013 WCW Partners
  13. © 2013 WCW Partners Are you sure?
  14. © 2013 WCW Partners
  15. © 2013 WCW Partners
  16. © 2013 WCW Partners 1. 50% of managers fail in their jobs. An analysis of 12 studies found the failure rate 30-67%. 2. 50% of managers didn’t know improving service/quality would reduce operating cost. 3. 50% of manager didn’t understand people repeat behavior that is rewarded. 4. 60% of managers didn’t think it is right to brag about an employee in front of others. 5. 2/3 of managers don’t set goals with their employees.
  17. © 2013 WCW Partners 6. 70% of managers didn’t believe the best way to solve an employee problem is through a mutual decision making process. 7. 80% of managers don’t know that observations in performance feedback should focus on specifics not generalities. 8. 80-95% of service/quality problems are management related. 9. 91% of employees want more recognition and only 50% say they get any at all.
  18. © 2013 WCW Partners  A?  B?  C?  D?  F?
  19. © 2013 WCW Partners  A?  B?  C?  D?  F? Most people say D or F. This is an opportunity for a forward thinking leader.
  20. © 2013 WCW Partners 1. Bad judgment in making decisions 2. Inability to lead teams 3. Problems in their relationships 4. Inability to lead themselves 5. Inability to learn from their mistakes 6. Deals with conflict poorly 7. Poor administrative skills 8. Lack of business sense 9. Lack of strategic thinking 10. Can’t delegate Bentz 1990, Echinger & Lombardo 2003, and Hogan, Hogan and Kaiser 2009
  21. © 2013 WCW Partners
  22. © 2013 WCW Partners 1. 50% of employees say that their managers fail to make them feel valued and important. 2. 50% of employee time is idle and they do not work. 3. 55% of employees are unsatisfied with their jobs. 4. 61% of employees felt they weren’t treated as professionals and wanted more respect. 5. 65% of employees in North America say they weren’t recognized at all in the last year.
  23. © 2013 WCW Partners 6. 77% of employees say they are looking for another job. 7. 80% of employees say they get no respect at work. 8. 75-80% of the workforce are disengaged and not committed to the company’s goals. 9. 88% of employees say they don’t get enough recognition or acknowledgement at work.
  24. © 2013 WCW Partners • The #1 reason employees say they quit is because of unhappiness with their boss. • Employees with bad bosses are 4 times more likely to leave than employees who consider they have good bosses. • Interviews in 700 companies of 2 million employees suggest that the productivity of employees depends on their relationship to their direct supervisor or manager. • Employee dissatisfaction leads to lower productivity and customer dissatisfaction. According to ACSI, the national customer satisfaction rate is 76.5-average!
  25. © 2013 WCW Partners
  26. © 2013 WCW Partners
  27. © 2013 WCW Partners
  28. © 2013 WCW Partners 1. Clear Goals and Expectations- Locke and Latham-16% improvement! 2. Training- ASTD Study- Companies in top quarter of training expense ($1500 per year or more) average 24% higher profit margins. 3. Communication- Wyatt Study- 30% increase in market value! 4. Coaching- Personnel Management Association-88% impact! 5. Leadership Flexibility- Blanchard, Hershey, Goleman- 15-20% more results.
  29. © 2013 WCW Partners 6. Recognition- Jackson ROI Study-triple return on equity for companies with more recognition than those companies who do less. 7. Promotions/Incentives- Performance Improvement Institute- 22% impact on results! 8. Customer Loyalty- Bain Research, 5% improvement in customer retention improves profit 25% or more! 9. Hiring- Personnel Policy Service-the wrong hire cost 3X the annual salary.
  30. © 2013 WCW Partners Recognition CoachingLeadership Flexibility Communication Clear Goals ExpectationsRecruit & Hire Winners Continuous Improvement Promotions Incentives Training
  31. © 2013 WCW Partners “There is at least one point in the history of any company when you have to change dramatically to rise to the next level of performance. Miss that moment - - and you start to decline.” - Andrew S. Grove
  32. © 2013 WCW Partners Daniel GolemanKen Blanchard/ Paul Hershey Marcus Buckingham Kouzes and Posner Steven Covey Frederick Reichheld John Maxwell Jack Welch Tom PetersJim Collins Rick Conlow Doug Watsabaugh “There is no excuse for leaders not to know what to do or how to do it.” WCW Partners has synthesized the best from management leaders for you in our book, SuperSTAR Leadership, A 31 Day Plan to Motivate People, Communicate Positively and Get Everyone On Your Side
  33. © 2013 WCW Partners • Retail Company- Customer loyalty focus achieved dramatic gains of 15 points in customer surveys, 8% improvement in same store sales, 5% gain in transaction counts and a 60% decrease in complaints. • Services Company- With a customer driven SuperSTAR Sales process, increased sales to existing customers 75% the first year while improving retention. Achieved five record years in a row! • Medical Manufacturer- Sales Strategic Planning, BEST Sales training, coaching, and client satisfaction development increased growth over 30% in a down market! • Technical Company- BEST Sales training, Leadership development and Customer Loyalty Planning moved the business from $4M to $40M in four years! • Recognition: 33 service quality awards, Ford’s President’s Awards and the JD Power Award.
  34. © 2013 WCW Partners Watsabaugh Conlow Worldwide is a performance improvement company. Based in Minneapolis/Saint Paul, Minnesota, we work with clients in a variety of industries worldwide to help them excel in sales, service and leadership. To learn more visit us online: www.wcwpartners.com www.wcwpublishing.com Toll free: 1-888-313-0514

×