Training
Developing today’s managers into tomorrows leaders
Having been involved in Sales and Management within the Electrical Industry for over 30 years, Barry Hall, Pinnacle’s Sales and Management Trainer, has always been driven by a passion and desire to unlock and motivate talent which, he believes, lies within us all.
T
ake a moment and think, what does a ‘Branch Manager’ really do? This may seem like a simple question, but when
we actually look in detail the answer is far from simple. Branch Management is all encompassing; their job description would include Sales Manager, Financial Controller, H&S Officer, HR Manager, Purchasing Director, Chief Motivator, Mentor, Coach and Customer Service Manager to name but a few.
The role of a Branch Manager is, in the main, as close as you can get to totally running your own business. However, the skills needed to be truly successful in the role are often not areas that are taught to the person as they progress up the career ladder.
A new approach A large percentage of promoted Branch Managers move into the position because they’ve shown a flair for sales and growing a business. However, the key skills for managing teams and driving high performing branches are
very different from a purely ‘sales driven role’. In an ever more competitive and demanding business world, the approach of ‘here are the keys: sink or swim’ is just no longer acceptable. It can clearly be seen that companies who
invest in their current and future Managers, developing them into skilled and effective leaders prosper and gain a weighty competitive advantage. A great Branch Manager is the key to a successful business, they set the atmosphere of the branch, the motivation of the team and, as importantly, the relationship with the customer. After all people love to work for great
Managers.
Continuing the chain Many of the skills and knowledge needed to be a great Manager are ones that can be learnt or developed, we are not born great Managers - we develop into them. For owners and senior management teams the
need for a structured approach to ‘succession planning’ is more vital now than ever. The next generation of Managers need to be ready to step up before they are required to. No business can afford to wait until someone retires before starting to plan their replacement. At Pinnacle, we have spent over 18 years helping Owners and Senior Managers of Electrical Wholesalers to develop their talent. One question we have always faced is how can a business, be it an independent or national, find a professional development programme for their
36 | electrical wholesalerMay 2019
ewnews.co.uk
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