Manager Manifesto MAN3353
Managing a Sales Team from a Behavioral Viewpoint Approach
Written by Carmine Iacona
Daytona State College
GEB 3353 Management Manifesto
Submitted to Dr. Griffin
March 8, 2015
Management Philosophy
An organization’s management roles can be quite different and diverse, depending on the industry, its culture and the ultimate goals of the organization. Managers on different levels of an organization play several roles and exercise multiple skills as they effectively and efficiently, integrate the work of people through planning, organizing, leading and controlling. Historically, there are three key management viewpoints: classical, behavioral and quantitative. To be an exceptional manager, it is essential to embrace a viewpoint that works best in utilizing resources and motivating employees to achieve goals successfully and deliver results.
In my current role as an Area Manager for a large spirts and wine distributor, I am a first line manager of a sales team consisting of five sales consultants. The behavioral viewpoint is what enables me to not only be a successful manager, but to be a successful leader. I believe in open-mindedness and transparency; most importantly, acting with integrity and respect, while promoting inclusion. As mentioned by Abraham Maslow, there is a hierarchy of needs (physiological, safety, love, esteem, and self-actualization), that all humans seek to some extent (Kinicki & Williams, 2011). I believe that promoting better human relations, thus tapping into their needs, definitely can increase workers’ productivity levels significantly. I also firmly agree with the teachings of the late Peter Drucker. Mr. Drucker strongly conveys the message of considering the needs of the organization as a whole, rather than one’s own needs. He explains that it is important to “Listen First, Speak Last” (Kinicki & Williams, 2011). I apply this on a daily basis whenever an employee approaches me with a concern or idea. As stated by Follett, it is
Written by Carmine Iacona
Daytona State College
GEB 3353 Management Manifesto
Submitted to Dr. Griffin
March 8, 2015
Management Philosophy
An organization’s management roles can be quite different and diverse, depending on the industry, its culture and the ultimate goals of the organization. Managers on different levels of an organization play several roles and exercise multiple skills as they effectively and efficiently, integrate the work of people through planning, organizing, leading and controlling. Historically, there are three key management viewpoints: classical, behavioral and quantitative. To be an exceptional manager, it is essential to embrace a viewpoint that works best in utilizing resources and motivating employees to achieve goals successfully and deliver results.
In my current role as an Area Manager for a large spirts and wine distributor, I am a first line manager of a sales team consisting of five sales consultants. The behavioral viewpoint is what enables me to not only be a successful manager, but to be a successful leader. I believe in open-mindedness and transparency; most importantly, acting with integrity and respect, while promoting inclusion. As mentioned by Abraham Maslow, there is a hierarchy of needs (physiological, safety, love, esteem, and self-actualization), that all humans seek to some extent (Kinicki & Williams, 2011). I believe that promoting better human relations, thus tapping into their needs, definitely can increase workers’ productivity levels significantly. I also firmly agree with the teachings of the late Peter Drucker. Mr. Drucker strongly conveys the message of considering the needs of the organization as a whole, rather than one’s own needs. He explains that it is important to “Listen First, Speak Last” (Kinicki & Williams, 2011). I apply this on a daily basis whenever an employee approaches me with a concern or idea. As stated by Follett, it is
Citations: Kinicki, A. and Williams, B.K. (2011). Management: a practical introduction. New York: McGraw-Hill/Irwin. Casserly, M. (2013). Forbes. Retrieved March 2, 2014 from http://www.forbes.com/sites/meghancasserly/2013/10/15/master-class-americas-top-ceos-on-the-secrets-of-motivating-employees/