How Well Do You Know Your People?

By Herbert M. Greenberg, Ph.D., Founder and CEO, Caliper

As a wholesaler-distributor, effectively managing isn’t just about directing other people. Strong leadership often depends upon knowing the right questions to ask.

When assessing capital assets, implementing a marketing approach, analyzing your competition, or developing a strategic plan, there are clear parameters for measuring the situation and a prescribed list of questions to review.

However, assessing the potential of the people working for you can somehow seem more elusive, more imprecise.

Just what are the right questions to ask to make sure you have a clear understanding of the people onboard? How do you tap into their potential? And, how can you make sure that your employees’ knowledge and creativity are focused on your vision?

As a starting point, we have put together a list of questions. Everyone will have different answers to these questions. The important part is that exploring these questions will help you focus on understanding and harnessing your primary asset—your people. Your competitors can copy everything else, but they cannot copy your staff. Ask yourself these questions:

1. If you were to leave tomorrow, which of your people would be vying for your position? Which of them would be suited for it?
2. Are your people aware of your company’s goals? Are they committed to them? If you asked five random people what makes your company different from others, what would they say?
3. Which of your people genuinely enjoy what they are doing? Do you know why your best people perform so well? How many people passively or actively are looking for another job?
4. How do each of your people feel about you? How do they feel about their immediate supervisor? Do they look to you for leadership? What is your management style? Does it work?
5. Which of your employees have the potential to be managers? Which of your employees would like to move into sales or management? Who are the “centers of influence,” regardless of title?

These are some of the questions to ask yourself to get a clearer read on how well you know your firm’s biggest asset. Admittedly, these are not easy to answer. They take a lot of thought, time, and effort. However, a thorough analysis of your people will enable you to create an environment in which individuals, as well as your firm, can thrive. It is precisely in this area that improvements can result in quantum leaps in productivity.

About this Blog

This blog is created by NAW and its partner Caliper, an international management consulting firm that offers a wide range of personnel services to wholesale distribution companies.