Cultivating Productive Relationships With Employees

One of the biggest mistakes I see in sales and marketing management is how relationships are cultivated with employees.  While there are many mistakes, let's talk about the biggest of them all.  That's the mistake of thinking you have to be everyone's friend.

You've seen it.  The manager who wants to be liked.  That's why BBC's The Office is so funny (the US version of The Office is just as funny, this mistake is universal.)

We've all either been or seen managers who put too much effort into being the coach, friend, supervisor, guru, and guide all wrapped up in one.  Unfortunately when you are that person (everyone is laughing at) no one bothers to tell you of your mistake.

A misguided manager to employee relationship causes misunderstands and arguments.  Trying to be something you shouldn't introduces a confusing picture about what behavior is appropriate.  As a sales or marketing manager, remember, you are charged with certain business responsibilities first.

There is someone right now saying, "I don't see anything wrong with being those things, my people need someone to look up to."  Okay, I can agree and disagree with you.

Your relationships with subordinates should be friendly, but more along the lines of productive in regards to organization objectives.  It's not your job to help employees solve personal problems, that's the duty of human resources (and for some very important legal reasons.)

If you're joking around at the office to make things more "fun" -- then reconsider how exciting the work really is for people.  You don't have to (nor should you) be the life of the party.  How can you be taken seriously if you are?

Lead by example, be a professional in your field.  Demonstrate what you know about selling or marketing by actually doing it periodically, but don't be a trainer or coach.  There are plenty of professionals out in the field you can hire for that ... your job is to lead.

I could go on to answer more about this question, and won't here because the key point I want you to understand ... it's that everything about your relationship with employees is to advance mutual business objectives.  Not to entertain, not to teach, and definitely not to be an employees friend.

Sounds strange from a person who advocates strong business relationships.  However, experience shows, leaders need to lead, advocate for their people, and avoid favoritism by having an opinion outside of hard performance measures.

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