David Ogilvy, the British marketing executive often called the Father of Advertising, presented us with this wise advice: "Hire people who are better than you are, then leave them to get on with it. Look for people who will aim for the remarkable, who will not settle for the routine." 

No doubt you’re on the team because your wise sales manager followed Ogilvy’s advice. So how do you make life easier for your boss, for the ultimate benefit of the entire organization? Keep these points in mind when managing up: 

1. Align yourself with your manager.

Discover your supervisor's goals and help her achieve them. If you're not sure what she needs, then ask. Every week, my office manager Becca provides me with a prioritized task list reflecting her estimate of the best use of her time, and I make any necessary changes. This simplifies my life because she anticipates what I'm most likely to require of her. You can do the same.

 2. Adapt to her communication style.

I prefer to have Becca sitting nearby, so I can ask her questions whenever they occur to me and get ad hoc answers. That said, there are times when I'm out of town, so her reports come to me through email. Some upper-level managers prefer face time, like me, while others like email or phone communications better. Determine which category your boss falls into and routinely provide information in that format, so you can help her triage her day.

3. Adapt to her personal update style.

Some supervisors manage by exception: i.e., they don't want to hear from you unless something goes wrong. Others like regularly scheduled reports, either daily or weekly. If you can't tell which method your manager prefers, then ask. Does your manager prefer a daily or weekly review of your tasks? If not, offer. How should you approach her with questions, and when? How often should you review accomplishments with her? Should you proactively report project and task status? By finding out the answers, you’ll best meet her needs and goals.

 4. Strive for quality.

Pay close attention to anything assigned to you by your manager, along with all your daily tasks and submit only your best efforts. Build a deep level of trust and keep your manager consistently informed in her preferred style. If you can anticipate her every move, and even the things she doesn't think of, she'll never want to let you go. Anticipate her needs. Review her upcoming monthly calendar and offer proactively to help her prepare.

 5.  Maximize your ROI.

Even as you maintain a high level of return on investment, look for ways to increase your value. What else can you do to make your manager's life easier? How can you improve team productivity? What does your manager do every week that you can take over? Where does she make repetitive decisions? When Becca began drafting my contracts and invoices because she thought it might make my life easier, she freed up a substantial amount of my time, for which I'm very grateful. Now I just review the documents, make a few changes if necessary, and I'm done.

The Final Analysis

Managing up isn't about controlling your superior or seeking to "suck up." It's about increasing your value, maximizing team productivity, and improving your entire organization. All it takes is excellent work and a willingness to please. Do your job cheerfully, work hard, and lighten your manager’s load—for maximum personal benefit.

To learn more about creating a coaching culture, visit salesforce.com, or download the free e-book.