Don't accept assistance from the boss - use it

Today I wrapped up a sales game that I've been running with a team of sales guys and girls from an information company I work with. Although the team did fantastically well against all the odds, they didn't quite achieve the target to get their big prize (a playawayday for the whole division) but they did get close enough to earn themselves enough cash for a seriously dangerous night out.

During the wrap up I asked each of them what they'd learned from the experience and what they'd do differently next time. One of the guys said that despite many offers, he was disapppointed at the spurious and ineffective offers support from the senior management. I asked him what he'd do diferently next time. He said he'd ask each person individually for their support. I asked "...and then what will you get?"

"Nothing!" came the chorus. Familiar?

The moment reminded me of that British Civil Servant operational mantra "Offer every possible assistance short of actual help".

My coaching to him was was the following; whenever a colleague or boss offers you their 'support' in a sales situation, say thank you, then give him/her a specific task to do by a set date. 50% of the support offers will suddenly evaporate and the remaining 50% will truly transform your sales performance.
You will have also learned the best lesson of management - how to identify the bullsh***ers.