Feb 15 2008
The Controlled Management Model
The basis of Controlled Management is to provide a means of effective management by adopting different approaches in different situations with different people. Studying the approach and methods of great leaders in history, shows a variety of styles and proves the point. Compare for example, the styles of leadership displayed by say, Montgomery at El Alamein, Pope Jean-Paul II and the Roman Catholic Church or Bob Geldof and Live Aid. All three proved themselves effective leaders but in totally disparate situations and with very different groups of people. Controlled Management is a model, which provides guidance on the most effective management style to adopt in certain situations, with different types of people.
CM is a model, not a theory. The difference is that a theory attempts to explain why things happen, whereas a model is a pattern of events, which can be learnt and repeated.
There are four management styles: Directing, Coaching, Supporting and Delegating.
Each style is appropriate in certain circumstances and they can be illustrated as follows:
Directing - Low Supportive, High Directive.
Delegating - Low Supportive, Low Directive.
Coaching - High Supportive, Low Directive.
Supporting - High Supportive, High Directive.
CM is a way of describing and analysing leadership styles. It is a combination of directive and supportive behaviours.
Directive behaviour involves telling people what to do, how to do it, where to do it, when to do it and then closely supervising this performance.
Supportive behaviour involves listening to people, providing support and encouragement for their efforts and then facilitating their involvement in problem solving and decision-making.
Summary:
Top performing Sales Directors and Managers understand instinctively when a situation requires them to Direct, Coach, Support or Delegate but learning these skills takes time and practice and underpinning this advanced approach to management must be a range of core competencies.
Today’s News: Sales Gravy is one of the fastest growing sales communities on the net right now and my good friend Jeb Blount is just a bundle of energy and new ideas - so I have accepted his invitation to write a sales management blog every week, starting today, so be sure to check it out 
Tomorrow: Spring has arrived early here in Paris, with temperatures hitting a heady 12C. Everyone is confused and not just the birds and bees - street cafes are packed and everyone is lapping up the warm sunshine. Me? Well, I think I have earned a w/e off and I have told the elves to take some time off too. As ever, wherever you are, have a great w/e but be sure to get back on Monday - JF
