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Empowerment
• A leader’s ability to share power with others by
involving them in setting objectives and planning
Intuition
• The ability to anticipate change and take a risks.
Although experience helps to develop a sense of
intuition, inexperience sales managers can build a
sense of intuition by actively seeking information
from customers, salespeople, sales support
personnel, company records, and any other source
that could serve their ultimate purpose
Skill of Effective Leader
Self-understanding
• A willingness to receive and understand both
positive and negative feed-back from others,
including subordinate.
Vision
• The ability to conceive what may affect a business
in the future and what changes are needed for it to
prosper
Value congruence
• A skill achieve when everyone in the organization
is striving for the same business objectives.
Using Power Effectively
Power is the ability to influence the behavior
of others. Effective sales managers know how
to use it to get salespeople committed to
meeting the manager’s expectation.
5 Types of Power
Legitimate Power
Reward power
Coercive Power
Referent power
Expertise power
5 Types of Power
Legitimate power
Based on manager’s power in organization.
Salespeople put extra effort behind products
that a sales manager has targeted for a
special promotion because they think the
manager has a right to expect this effort
Reward power
Relies on a leader’s ability to reward
subordinates for outcomes that they value
5 Types of Power
Coercive Power
Leads to complience due to fear of
punishment. Salespeople who believe that
they could be fired will spend extra time
prospecting for new customers.
Referent power
The leader’s influence on others because of
friendship with the leader.
Expertise power
• Based on the perception that manager has special
knowledge usually based on past success
2. Effective Leadership Styles
Leadership Style
• Define as pattern of behaviors that other perceive
you to use when trying to influence their behavior
Situasional Leadership based on 2
characteristics : directive and supportive
behavior.
• Directive behavior is the extent to which a leader
engages in one way communication spelling out
what, where when and how to do it.
• Supportive behavior is the extent to which a leader
engages in 2 way communication involving listening
and providing support and encouragement
4 Leadership Styles
High
Supporting Selling
Supportive Behavior
Delegating Telling
Low
Activities
Norms Interaction
Sentiments
Positif Feedback
To provide effective and useful feedback, it is
important to be aware of sales forced
behavior that detract from sales effectiveness
• Planning : include setting territory and call objectives, routing
of sales calls and use of time
• Attitude : includes the attitude toward products, specific
customers, the company, the salesperson’s career.
Company program and company policy
• Knowledge. Includes product-related, customer business and
specific industry issues, competition, territory, company and
policies
• Selling skills. Includes prospecting, selling steps, handling
objectives, buying-center roles, negotiating skills.
Coaching (cont)
Role-Modelling
Role-modelling is achieved when a salesperson
perceived a sales manager’s behavior as being
consistent with both the sales manager’s value
and the organizational goals
Trust
In order for a sales force to trust a sales coach,
they must respect and have confidence in the
manager’s integrity, reliability and competency.
5. Sales Meeting
Common Problem
Interest
• The most damning outcome of a sales meeting is when
participants find it boring and waste of time
Participation
• Common complaint is that salespeople spent most of
their time listening and do not get a chance to participate
and interact with management
Follow-up
• Information provided during salesmeeting should be
checked by reminder letter or local manager to ensure
that the information is being used by salespeople
6. Sales Force Personnel Issues
Plateauing
Occurs when people stop growing as sales
professionals
Termination of Employment
Termination of emplyment should be
considered an option of last resort
Sexual Harassment
Women occupy about 24% of all sales
position. Many sales jobs place people in a
position where sexual harassment is possible
THANK YOU