Be a Great Boss: The Hill Collection (4 Items)

When asked at the end of the first months what a manager

was, most no longer responded “being the boss” or “being the

person in control.” Instead, they mentioned a “trouble-shooter,”

“a juggler,” and a “quick-change artist.” All emphasized solving

problems, making decisions, and providing resources as their

primary responsibilities:

The reps see me as their problem solver, when they face

an obstacle, need help, or need another resource to make quota.

They expect me to help with the analysis of the account, be the

referee, tell them their options, and provide the resources. If

necessary, I have to protect them from the customer, shield

them from above, ...