How to Manage Your Manager

God bless middle managers—they have the hardest job on the planet. Essentially, they’re held accountable for part of a business, but oftentimes they don’t have enough power and control to get the results that are expected by their manager.  

For example, if you don’t have final hiring and firing authority for your team, then you’re hamstrung. You’re left managing a team that someone else hired without your approval, and then you’re held accountable for the results they get. I can feel the muscles in my neck tightening up just thinking about it.

So, if you don’t have the power and control you need to succeed, then how do you get it from the person who does? For example, at the very simplest level, let’s take a top-notch salesperson that is held accountable for bringing in new business. Let’s say, however, that the overall leader of the business won’t provide them with an assistant to handle administrative details so they can actually focus their efforts on bringing in new business instead of paperwork.

How do you “manage your manager” to get what you need to succeed? Well, I’m delighted that you asked this question, because I used to teach a course on it for the US Chamber of Commerce. Whether you’re an actual salesperson or not, it is in your best interest to be good at selling your ideas to those who have the power to give you what you need to succeed. How? Like any other sales situation, by telling that person what’s in it for them.

Here’s a potential sales pitch: “Sally, I know you’ve got a lot on your plate right now, but I have a request for additional resources that I think will make a lot of money for our business. If you empower me to hire an assistant, I’m sure I can bring in enough new revenue in the first year alone to give us a 5-10:1 Return on Investment, and the ROI will grow even stronger in subsequent years. I’ve put together some rough numbers to show you what I’m talking about.”

Who wouldn’t take a deal like that?

Don’t be a stranger. (770) 993-1129. tdockery@TheResolveFirm.com