QUICK WINS FOR NEW MANAGERS: 5 lessons from Roberto Di Matteo
Picture this: You have been promoted as a caretaker manager to a highly paid, highly skilled team of individuals who are currently underperforming and you have just a couple of months to change that culture, and turn that group into a highly performing winning team. Where do you start?
Lessons all managers, particularly Sales Managers can learn from the recent success of Roberto Di Matteo at Chelsea F.C.
- Communicate – talk to your team members
- Listen to what they say and take action
- Focus on getting quick wins to turn the culture around
- Have an unwavering positive belief that you can achieve great things
- Keep calm.
Communicate : talk to your key team members. Di Matteo has been praised for the huge turnaround in attitude by his players, his team members and a lot has been said about the “magic” he has performed. Yet when the players are interviewed and asked what his secret is they all agree it was basic good management skills of talking to them, finding out why they were demotivated and not enjoying their jobs. When a manager joins any new team, the first priority must be getting to know their team, what motivates them and only then does the new Manager know how to turn it around.
Listen: All staff want to be listened to and understood. They will reward that simple action with loyalty and an improvement in their performance. Especially if they see that the manager is taking action. There may be some element of their job they don’t currently feel confident in, through lack of skills (or fitness) so training, coaching, mentoring can quickly and easily be provided if it is holding the team back.
Quick wins. When a team gets in the habit of losing, just the fact of having a new manager in can sometimes break that pattern so a new Manager needs to capitalise on that fact. He or she has to make sure everyone is focused on the next win, the next contract, the next prize, the next match. The manager can have a strategy for the long term future but the team must be focused on anything quick and relatively easy. That way the habit of success can grow and build up to the even bigger prizes.
Positive mental attitude. An underperforming team will start to have a negative, lazy attitude and stop caring about their performance. A new manager has to bring with them a positive vision of the future, a belief in the team that they won’t have yet for themselves and the strength of character to stick with that belief even when there are setbacks. Coupled with the quick wins, the team members will start to believe in that positive vision themselves, their confidence will return and with it the best performance they are capable of. As part of that, a good manager will always give credit to their team members when they perform well and take all or some of the blame when they do not.
Keep calm. With massive success or massive failure a confident and secure Manager will keep calm throughout, knowing that the strategy and path they are following will turn out to be the right one in the end. That way the whole team stay focused on the next step, the next deal, the next match and not let the euphoria or the despondency of the previous event overshadow their thinking and performance for the next step. This is probably one of the most difficult things to do. I don’t know if Roberto Di Matteo has a personal coach or mentor but I would imagine he has good advice from friends in the business that help him to formulate his strategy, stick to it and so stay calm. When everyone else around the manager is losing their head and blaming others, staying calm and quietly positive will have results and show that the Manager is capable of even bigger things in the future….