10 Steps To Be a Successful Manager

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February 27, 2012

10 Steps To Be A
Successful Manager
Lisa Haneberg
©2007 by the American Society for Training & Development
Reprinted by permission of ASTD Press
ISBN: 978-1-56286-475-0

Introduction
Successful businesses rely on great managers. Effective management practices enable organizations to identify new opportunities, execute strategies successfully, and complete projects on time and on budget. However, many managers encounter pitfalls such as

confusing management with excessive control, focusing on maintenance rather than management, or failing to realign teams as circumstances change. In
10 Steps To Be A Successful Manager, Lisa Haneberg
describes methods that managers must adopt to run a
business. In each step, she focuses on specific actions
that contribute to a healthy management practice.

Step One: Clarify, Negotiate, and
Commit to Your Role
Clarity about job expectations forms the foundation
for management success. It is important to recognize
that the most important expectations are those related

to intangible elements such as behaviors and organizational culture. Managers can clarify expectations by engaging in discussions with superiors and peers.
Haneberg recommends having these discussions at
least once per year.
Since the clarification process is likely to uncover
more expectations than can be realistically met, managers must negotiate with their superiors and develop a shorter list of expectations. These expectations will
form the basis of the manager’s daily actions. One
way to translate expectations into actions is by using a
Management Filter. A Management Filter uses a series
of questions to narrow down how a manager uses his
or her time each day and week.
Once managers have clarified and negotiated their job
expectations, they must commit to the role. Haneberg
suggests that managers should make this commit-

Business Book Summaries® February 27, 2012 • Copyright © 2012 EBSCO Publishing Inc. • All Rights Reserved

10 Steps To Be A Successful Manager

ment publicly to superiors, peers, and team members.
This act helps people clarify what they want to
accomplish, increases their level of commitment, and
generates support from others.

Step Two: Understand Your Expected
Results
After a manager clarifies expectations, the next step
is to identify what work the team must accomplish.
This means defining expected results for timeframes
as far as one year in advance, to as short as one
week in the future. Haneberg likes the metaphor of
a grand slam home run to frame the type of results
that managers should be seeking. A grand slam home
run in the workplace maximizes a team’s efforts and
creates a feeling of success throughout the organization. Managers should discuss with their supervisors what key results the team must produce over the next
year. For each key result, the manager and supervisor
should articulate what a grand slam home run would
look like. This information enables managers to then
define excellence for their employees.

Lisa Haneberg

Key Concepts
Effective management practices enable organizations to identify new opportunities, execute strategies successfully, and complete projects
on time and on budget. In 10 Steps To Be A
Successful Manager, Lisa Haneberg describes
methods that managers must adopt to run a
business. In each step, she focuses on specific
actions that contribute to a healthy management practice:
1. Clarify, Negotiate, and Commit to Your Role.
2. Understand Your Expected Results.
3. Know Your Piece of the Business.
4. Build a Great Team.
5. Choose Employees Wisely.
6. Define and Model Excellence.

One approach is to develop a spreadsheet that enumerates the team’s goals and what the grand slam home run results for each would be. This chart of
deliverables serves as a useful guide for teams and
should be updated each month. When sharing these
targets with employees, managers must clarify...
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