What's the origin of a rep's hard knock life? So many reps complain about it, feel weathered and weary from it. Someone said, once upon a time the same culture existed at IBM.....wow, but now it's all over pharma!. What's is this thing called management style and culture....and why is it "the model."
OP - yeah, yeah, we get it. You hate IBM, you hate Jack Welch, you hate that pharma has adopted his way. Blah, blah, blah. Stop comment bombing every thread with the evils of IBM and how Merck is part of the Welch Way SS.
JW is brilliant and surely not a fan of "break them down, push them out " philosophy.....Reference of post was the "never enough, never good enough" technique employed by some. Its dealt out daily.....and reps complain about it constantly. What is the origin of this way of managing. IBM or where..........and why? It is diametrically opposed to the needs of human beings... Dwelling on and magnifying a weakness does nothing. The role of a manger should be to see potential and help elevate the employee to master the challenge...Work from the positive. The constant barrage of negatives only serve to drag employees down. To be a good manager you must inspire, teach and motivate - all by example. Anything short of this and you're not what many would ever consider a good manager.
To be a good manager one must know how to LISTEN. Most of the managers I know have very poor listening skills. They're too busy running their mouths teaching and motivating to actually hear what an employee has to say.
Good point. First, however they must allow the rep to speak. Some managers might be served well to go for training in discussion technique. Create give and take. Discussion, not one sided lecture without balance.
Would like to hear from reps who have managers who actually teach and motivate. I think they're few in number but a few can be found in the mix. "I don't see this or that!" is not teaching and is not motivating. Feedback says, ctls don't seem to know illustrations matter! Examples, folks, are what the reps need. Take the reigns mightly ctls. Take that next call! Make the point! Show your reps what you want to see! Never forget.....show and tell is not a game just for kiddies.
