'Fear Based Management and Diminishing Returns- How to Recognize & Change Bad Management'-By Christine Beckwith- Annie Mac Home Mortgage

'Tips For Employees & Employers on Controlling Fear Based Management'

I remember exactly where I was the first time I felt threatened in a meeting by one of my managers. It was not a direct threat to me personally, it was a group threat, the kind that basically spells out the alternative consequences to one’s employment if certain sales goals were not met. Now, I'm a hard-core sales girl. We all know that I don't want to play from the ladies tee, I've said it a thousand times. Put me in the race and don't give me any advantage. I just want a fair race and if I lose I will own it. That said, I learned a long time ago that threatening people was a short-term strategy for any manager. Respect, loyalty and drive are not able to be gained or thrive in that environment.

So, I want to be super careful in this article to spell out obvious facts and give very direct tips without offending the wrong people in the process.

There are many styles of management, we don't need to name them all, but I am a motivational or teaching leader/coach style. I want to teach, encourage, measure and drive people to next levels. I want failing sales people to feel like they learned from me, even when I must part ways through tough decisions like termination.

I've terminated hundreds of sales people over decades that were not cut out to do sales. That said, this is not about being soft. This is not about being a victim. This is not an article to make good, strong managers feel bad, if they hold their people accountable. I feel I do these things well and I respect many hard nosed managers in sales. Sales is not for the thin skinned. To be clear, strong managers sometimes have strong traits but are still great managers. So please be clear when you read below, I am specifically spelling out the poor, weak and ego driven managers that lack the experience or wisdom to understand their Fear Based Management Style is killing their returns.

Signs You Are Being Managed By Fear:

1.     Your manager gives you ultimatums instead of sets goals.

2.     Your manager doesn’t praise you when you do well, but is quick to chastise when you do poor.

3.     Your manager doesn’t give assistance, direction or a clear path for your success.

4.     Your manager teases or makes comments in jest to shame you.

5.     Your manager makes you feel afraid to discuss struggles and creates a fear filled environment.

 Tips On Changing Fear Based Management as an Employer:

1.    Use statements that are encouraging when employees are struggling.

2.     If necessary to document advice sessions, be clear in ultimate path of employment. If sales are lacking so much that it may result in termination, be sure to explain what those production standards are, the timeline and ultimately provide clear and concise advice.

3.     Never provide “either this or else” ultimatums. These are not long term affective styles of management. 

4.     Do departure or resignation interviews with all employees, so you can uncover managers who are driving good employees out.

5.     If you see a manager using this style of management or you think maybe YOU innately manage from this style, buy some self-help books at the store, take some management courses that will right the ship. As the employer, you must act quickly and swiftly while letting your employees know you are, keeping a manager in place that doesn’t bond with employees as a true coach will have a diminishing return on your investment.

Tips For Handling a Manager Who Manages By Fear:

1.      Tell the manager directly you feel they manage by fear. Give advice on how you feel they could help you. See how that goes. More than likely no one has been brave enough to tell them. Try not to make it confrontational.

2.     If the behavior is affecting many employees, let the person know how everyone is feeling. They may not appreciate it, or they may. If they listen, they will make change. If they don’t, then your next step will be to contact your human resources department and let them know how you and others are feeling, so they can help that person make needed changes.

3.     You can change the course of a threatening conversation by giving supportive answers while changing the course of the conversation. If a manager gives you an ultimatum try to change the tone of the exchange. You could say you will do your best and then ask the manager to give you advice on how to achieve the numbers they are pressuring for, you may change their attitude from anger to helpful just by asking for “help”.  

4.     If a manager is being threatening, but your sales have been good for a long time, you might remind them of the “average sales” you have, based upon YTD numbers, explain why in recent weeks the sales have declined, propose a plan for your immediate future and all that information could be calming to the manager.

5.     In the end, it is not up to you to change a manager’s style, especially if it’s a bad one. However, I always say “take the high road”. I get angry at people who lack class, experience and intelligence sometimes, but at some point, in everyone career you are going to be managed by someone less experienced or un-polished.   You can choose to be their adversary or their collaborator, even if they are making poor choices in how to motivate you. I find the very best thing to do is be honest. Tell them what they are doing, how it is not motivating you and provide a solution that would work. You might be surprised that they appreciate this advice and take it. 

#mysalestruth