Your Questions: My answers!
I call this "Monday Morning Managing" because much like a "Monday Morning Quarterback", I'm in the enviable position of being able to pass judgment from a position of hindsight on common (and not so common) issues that rise in the beverage business.
And yes, hindsight is 20/20, but my goal is still to answer your questions in as productive a manner as possible!
Q: Is it ok to "lose it" with my sales team every once in a while?
A: Depends what you mean by losing it! Many years ago, I saw legendary Indiana University basketball coach Bobby Knight "lose it" in a major way. He threw a chair clear across the court before he was asked to watch the rest of the game from the locker room.
Q: Darryl, what do you make of the following situation? My salesperson failed to execute in an important account and we ended up with egg on our faces with the supplier. I was very clear in laying out what was expected and I even prepared a handout and mentioned the supplier visit (and the related to-do items) in a sales meeting. I don’t understand why simple instructions (like making sure a store has a display, proper signage and adequate cooler representation) are so hard to follow.
Am I doing something wrong?
A: Well, that depends on exactly what you did to give your sales professional the best chance to meet your expectations. Before we go any further, let me first say that I understand how frustrating it can be having to pressure (motivate) people to follow simple instructions. Reminds me of raising my boys and how hard it can be getting them to do - what they know they need to do. (I wonder if any of them made their beds today!)
Q: I have an individual who I’d like to promote but I’m worried about his personal relationships with the people he’d likely manage. Should this concern me?
A: Moving from buddy to boss isn't a transition that everyone can make. I believe it to be the most challenging of all management situations, as going from someone’s friend to someone’s boss is tricky!
It’s imperative to make it clear that he is going to have to adjust to a whole different set of professional and social demands.