As liquor store managers we should always be evaluating our operation.

* Are our sales increasing?

* Is our net profit increasing?

* Are we getting rid of dead inventory?

* How are our markups compared to the competition?

* Is our gross profit percent where it should be?

* Is my labor cost to high?

* Am I staffed properly going into the holidays?

These are some of the things we as managers have to always be looking at and tasks we need to do.

Many times we get stuck in a rut of dealing with the operational side of the business that we forget about managing our staff. I know I have, and I have to remind myself there are more than just "tasks" to running a profitable liquor operation.

If I want customers to keep coming back, I better have a well trained staff that is knowledgeable, friendly and understands that customer service comes first.

I need to lead my staff and give them the tools to succeed.

I read an article the other day about when to "manage" and when to "coach." It came from Forbes Magazine and was written by Holly Green:

Have you ever wondered why the head of a baseball team is called the "manager" and the head of a basketball team is called the "coach?" (These are the kinds of things I sometimes ponder on long airplane rides.)

The answer has to do not just with the obvious differences between the two sports, but also with how the players are coached and managed during the games.

Just as baseball and basketball are two very different sports, coaching and managing are two very different activities. One has to do with directing, the other has to do with teaching.

Managing is all about telling, directing, authority, immediate needs, and a specific outcome.

Coaching involves exploring, facilitating, partnership, long-term improvement, and many possible outcomes.

During a baseball game, the manager focuses primarily on strategy and managing the flow of the game. He decides who pitches and when. He positions the players in the field based on the tendencies of the batter. And he relays commands to coaches, who then tell players when to swing, when to take a pitch, and how to run the bases.

In basketball, the coach has the same authority as a baseball manager, but he gets more involved with the action on the court. He calls out plays and defensive schemes to the players, but they are then free to implement those plays (using their skills and knowledge of the game) as they see fit.

During time-outs, the coach draws up plays on the clipboard. He offers encouragement, support, and suggestions. And he instructs players on how to react to many possible outcomes depending on what the other team does.

Obviously, the roles and responsibilities of a baseball manager and basketball coach overlap. But while the baseball manager focuses on authority and directing, the basketball coach works in more of a teaching/facilitating capacity.

What does all this have to do with business leadership? More than you might think.

In business, we have to be both coaches and managers.

To lead effectively, we need to know when to wear which hat.

"Managing" involves a more directive, task-oriented style that should only be used under certain conditions. It usually produces the best results in a crisis situation, when someone has never done the task before, or when they have little or no confidence in their ability to get it done.

"Coaching" works best for developmental purposes, especially when you have a team of competent professionals already performing at a reasonably high level. Once you define winning for your organization, team members may need your guidance and support. But in most cases they shouldn't need direction.

Knowing when to direct, delegate or develop is critical to managerial effectiveness.

Determine which style is appropriate based on the task at hand rather than the individual.

Often, people will need a combination of styles depending on the complexity of the task assigned, their experience with the task, and the competency levels required to complete it with excellence.

I know I have to be a better coach, how about you?

Steve Grausam

Edina Liquor

Beverage Alcohol Training

An authority has the title.

A leader has the people.