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Sales Leadership,
Management, and Supervision
Learning Objectives
1.
2.
3.
4.
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Learning Objectives
5.
6.
7.
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Sales Management:
Activities related to the planning, implementing, and
controlling the sales function.
Sales Supervision:
Activities related to working with sales subordinates on
a day-to-day basis.
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Contemporary Views of
Sales Leadership
Leadership Style
Transactional leadership
Transformational Leadership
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Goals &
Objectives
Individual
Organizational
Power
Sales Manager
Sales
Managers
Leadership
Effectiveness
Power
Salespeople
Other People
Professional Selling:
A Trust-Based Approach
Situation
Time Constraints
Nature of Tasks
History and Norms
Needs
Salespeople
Other People
Leadership
Skills
Anticipation
Diagnostic
Selection
Communication
- Influence Strategy
- Communications
Mechanisms
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Sales Team
Activities
Interaction
Norms
Sentiments
Professional Selling:
A Trust-Based Approach
Salespersons
Behavior
Salesperson
Professional maturity
Needs
Goals
Module
7:
Relationship with
manager
Styles
Directing
Coaching
Supporting
Delegating
Situation
Task structure
Time pressure
External system
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Situational Factors
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Leadership Skills
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Communication Skills:
Influence Strategies
Manipulation
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Coaching
The continuous development of salespeople through
supervisory feedback and role modeling. Suggestions for
effective coaching include:
Take a we approach
Address only one or two problems at a time
Dont focus on criticizing poor performance, reinforce good
performance
Foster involvement
Recognize differences in salespeople and coach accordingly
Coordinate coaching with more formal sales training
Encourage continual growth and improvement
Insist salespeople evaluate themselves
Obtain agreement with respect to punishments and rewards
Keep good records
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Nonrole
Role Failure
Professional Selling:
A Trust-Based Approach
Direct Effect
Examples
Superficial performance
appraisal
Not confronting expense
account cheating
Palming off a poor performer
with inflated praise
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Role Distortion
Professional Selling:
A Trust-Based Approach
Direct Effect
Examples
Bribery
Price fixing
Manipulation of suppliers
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Problems in Leadership
Conflicts of Interest
Chemical Abuse and Dependency
Problem Salespeople: A Disruptive Influence
Lone Wolf
Corporate Citizens
Institutional Stars
Apathetics
Termination of Employment
Sexual Harassment
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Transformational Leadership
A leader distinguish by a special ability to bring
about innovation and change
businesses today overmanaged & underledOrg complexity , productive change
TL balance the demands of both
Have their eyes on the bigger picture of how
much better things could be in their Org
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Transactional Leadership
Where leaders & followers are in some
type of exchange relationship in order
to get needs met
Example: superior give rewards to sales person
for increasing monthly sales
Professional Selling:
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
Situational Leadership
Managerial Leadership Styles
SUPPORTIVE BEHAVIOR
High
Low
SUPPORTING
COACHING
EMPOWERING
DIRECTING
DIRECTIVE BEHAVIOR
Professional Selling:
Module 7:
A
Trust-Based
Approach
Sales
Leadership,
and Supervision
Adapted from Leadership and the One Minute
Manager,
KennethManagement,
Blanchard
Ingram
High
LaForge Avila
Schwepker
Jr. Williams
1000ventures.com
Situational Leadership
Continuum of Leadership Behavior that Emphasizes Decision
Making
Managing by 1 Managers makes decision and announces it
directing
T
e
a
m
m
a
t
u
r
i
t
y
Leading by
empowering
Professional Selling:
Module 7:
A
Trust-Based
Approach
Sales Leadership,
Management, and Supervision
Adapted from: The Tannenbum and Schmidt Leadership
Continuum
Ingram
LaForge Avila
1000ventures.com
Schwepker
Jr. Williams
=promises
=persuasion
=threats
x
=relationship
=persuasion
Professional
Selling:
A Trust-Based Approach
=relationship
Module 7:
Sales Leadership, Management, and Supervision
Ingram
LaForge Avila
Schwepker Jr. Williams
ien
Or
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Professional Selling:
Power
A Trust-Based Approach
Module 7:
Sales Leadership, Management, and Supervision
Karakter
Ingram LaForge
Schwepker Jr.
Avila
Williams