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GAWDA members have survived by combining innate management savvy, local market knowledge and steadfast determination to succeed. The good news right now is that the industry is improving and gases and welding distributors need to add quality mid- to senior-level managers in 2004 and 2005.
Key industry leaders were recently asked what managerial traits and skills
they rank as most critical as they hire, develop and promote future managers.
It was agreed that integrity is an absolute must, so it was not listed
among the choices. Listed below are their rankings.
#1: Financial Savvy
We've just survived several tough years, and even as business improves,
there will be plenty of pressure on profitability factors. Today's managers
must grasp financial concepts, read and use financial reports, and act
swiftly based on real-time results and realistic projections. They must
have a solid grasp of how daily decisions and actions really impact the
bottom line.
#2: Good Communication Skills
Without the talent and ability to communicate goals, it really doesn't
matter how much knowledge a manager possesses. A good manager does not
have to know everything, just where to go to get necessary information.
Progressive managers must also want to share information for the good
of the company. Communication skills can be developed, internally or via
outside training. However, if this skill is lacking, CEOs should be encouraged
to look for opportunities to enhance this key element, because communication
truly is “the vital link.”
#3: The Ability to Hire, Train and Retain Good
People
Several respondents actually rated this tops, and there seems to be agreement
that without a good team of trained employees, a company's future is in
jeopardy. However, managers are not born with this human resources gene.
This must be modeled by executive leadership and honed with mentoring
and people management training. It simply cannot be neglected if sustained
success is the goal.
#4: Strong Sales Leadership
Selling and influencing skills are important for almost every type of
managerial role, from supervisors to chief executives. Customers truly
seek out professionals (and professional companies) who understand the
“full package” of solution selling, from knowing what equipment
to apply to solve problems, to offering the most creative financial merchandising
solutions to fit into the customer's long range business plans. Strong
sales leadership requires the ability to identify new market opportunities
and then to capitalize rapidly and efficiently on these strategic openings.
#5: Positive Attitude Coupled with a Good Old-Fashioned
Work Ethic
It may be hard to specifically train people to act and react in a positive
fashion and to display a consistent work ethic. However, you can sure
spot the presence or absence of these key traits. Excellence shines on
good days and bad and seems to be ingrained in the culture of top-performing
companies.
#6: The Ability to Make Sound Sales, Lease
and Rental Decisions
Executives can set basic guidelines for prices, lease and rental rates,
and profitability guidelines, but front-line managers often have to make
the call on what deals make sense and what ones are best left to the competition.
These are learned skills and require mentoring coupled with the opportunity
to fail, but to fail on a scale that won't seriously hurt the dealership.
Mentors need to openly celebrate success and privately view failure as
a teachable moment.
Several other important skills and traits were noted, including Fleet Management; Practical Knowledge of Equipment Applications, Features and Benefits; Product Support Marketing; Knowledge of Used Equipment Values and Markets; and the Possession of a Two or Four-Year College Degree. While many employers like to hire college-educated managers, they will not use that academic credential as a replacement for most of the higher rated management skills and traits noted above.
How to Hire the Perfect Team
There is no Mr. or Ms. Perfect. Therefore, our industry's goal should
be to find the best, the brightest and most talented potential managers
available - from outside and from inside a dealership. Then, plug these
future leaders into a fast track development program, a career path that
will challenge, mentor and provide risk-taking elements, a program geared
to a win-win outcome.
Fortunately, GAWDA is an excellent source of management training courses and educational seminars. Getting future leaders involved in conventions, seminars, trade shows and association networking allows them the opportunity to learn from others and build their own contacts and sources of information. This exposure can bring fresh ideas to your organization, while helping developing managers hone skills in the process.
Ultimately, top management is being challenged to assess their present and future management teams, and to aggressively develop formal and informal training plans to build on a manager's strengths and to overcome any areas of weakness. This is not a task for Human Resources alone. Your managerial development efforts will prove to be well worth your investment of time and money.
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