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Role of The Manager Has Changed (1 of 4)

6 min
Average Score

Jacco van der Kooij

Founder, Author & Sales Mentor

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The role of a manager today is drastically different from what it used to be, presenting a challenge for many organizations trying to adapt. This guide aims to visualize the challenges that modern managers face and how organizations can navigate this transformation. To illustrate this shift, we will use a standard organizational model.

The Traditional Hierarchy

In the traditional organizational model, an executive (EXO or EVP) occupies the top tier, followed by managers (directors, senior managers) in the middle, and individual performers at the bottom, often referred to as "users." Historically, the flow of direction was clear: executives directed managers, who, in turn, directed teams to achieve specific outcomes.

The Quest for Results: A Focus on Volume Metrics

At the heart of this traditional model lay a desire for results. Executives aimed to ensure that the outcomes matched their directives. Often, the metric for success was simple: work harder, get better results. The emphasis was on quantity, measured by volume metrics. Teams were pushed to produce more leads, generate more business, onboard more customers, or achieve higher client success rates.

Clash of Styles: Working Harder vs. Working Smarter

This approach worked well when managers were, on average, in their 30s and had been managed under similar principles. However, today's managers often find themselves in their mid-20s to mid-30s, earlier in their careers. They were raised with the mantra of working smarter, not just harder. This creates a disconnect when they are now managed based on directives and activities, emphasizing working harder.

Transition from Training to Coaching

A significant shift is needed to address this mismatch in management styles. Rather than a hierarchical, directive approach, managers must transition to a coaching model. In this model, the hierarchy flattens, creating a sense of equality among team members. This shift entails several key changes:

  • Manager's Role: Managers cease to be directors and become enablers. They empower their team members to learn, train, and perform effectively.
  • Executive's Role: Executives empower managers. They no longer dictate tasks but work collaboratively to establish how things should be done.

The Focus: Efficiency

The outcome of this transition is not just about achieving results; it's about how efficiently those results are achieved. Efficiency becomes the name of the game in this modern model. The emphasis shifts from measuring activity volume to analyzing how resources are used effectively and efficiently.

The New Role of Managers: Locker Room Captains

In this coaching environment, managers take on a crucial role as "locker room captains." They no longer simply crack the whip for increased activity but create an atmosphere where team members learn from each other. Managers set the stage for peer-driven knowledge sharing, leveraging the expertise of advanced team members to elevate the entire group.

Training for the Modern Manager

This shift in management approach necessitates a different kind of training for frontline managers. While traditional skills like compensation strategies and performance tracking are still important, they are secondary. The primary focus shifts to managing performance efficiently, analyzing conversion rates, and optimizing resource utilization.

Embracing a More Modern Approach

In conclusion, the role of a manager in today's organizations is evolving rapidly. The shift from a directive hierarchy to a coaching model is essential for success. It's about empowering teams to work smarter, fostering a peer-driven learning environment, and achieving efficiency in performance. Managers are no longer just quarterbacks; they are locker room captains, orchestrating the collective intelligence of the team. This modern approach aligns with the expectations of today's workforce and enables organizations to thrive in the ever-changing business landscape.

To delve deeper into this modern management approach and gain a better understanding of how to empower your managers and teams, watch this enlightening video session. In this session, industry experts provide valuable insights into the strategies and techniques needed to excel in today's dynamic organizational landscape.

Unlock the power of modern management and witness the transformation in productivity and performance. Watch the recommended video session to embark on this journey towards more effective and efficient management practices.

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