Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: sales leadership, management, and supervision. Explain how the LMX model and leadership style approaches contribute to contemporary Sales Leadership. Identify some of the problems encountered in leading and supervising a sales force.
Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: sales leadership, management, and supervision. Explain how the LMX model and leadership style approaches contribute to contemporary Sales Leadership. Identify some of the problems encountered in leading and supervising a sales force.
Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: sales leadership, management, and supervision. Explain how the LMX model and leadership style approaches contribute to contemporary Sales Leadership. Identify some of the problems encountered in leading and supervising a sales force.
Module Seven Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Learning Objectives 1. Distinguish between sales force leadership, management, and supervision. 2. Explain how the LMX model and leadership style approaches contribute to contemporary sales leadership. 3. List of the six components of the sales leadership model. 4. Discuss five bases of power that affect leadership. Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Learning Objectives 5. Explain five influential strategies used in leadership. 6. Discuss issues related to coaching the sales force, holding integrative meetings, and practicing ethical management . 7. Identify some of the problems encountered in leading and supervising a sales force. Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Setting the Stage 1. What is the part of SAPs mission statement mentioned in the vignette? 2. How does Bill McDermott build the best possible sales team? Sales Leadership: SAP America Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Sales Leadership, Sales Management, and Sales Supervision Sales Leadership: The ability to influence others to achieve common goals for the collective good of the sales organization and company. 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. Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Contemporary Views of Sales Leadership Leadership Style Transactional leadership Transformational Leadership Leader-Member Exchange (LMX) Model Leadership style is unique for each salesperson Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Situation Time Constraints Nature of Tasks History and Norms Needs Salespeople Other People Leadership Skills Anticipation Diagnostic Selection Communication - Influence Strategy - Communications Mechanisms Power Salespeople Other People Power Sales Manager Goals & Objectives Individual Organizational Sales Managers Leadership Effectiveness Leadership Model for Sales Management Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Power and Leadership Referent Power Legitimate Power Reward Power Coercive Power Expert Power Five types of power which may be present in interpersonal relationships: Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Trait Approach identify traits of an effective leader Behavior Approach identify behaviors associated with effective leadership Contingency Approach leadership style is contingent upon situation Situational Factors Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Important when coercive power is not being utilized Realize all needs and wants cannot be met Not all leadership directives need to be based on needs and wants Consider each salesperson as a unique individual Needs and Wants of Salespeople Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Leadership is easier when personal goals and objectives of the salespeople are consistent with those of the organization. Sales managers strive to seek balance and consistency between organizational goals and their salespeoples goals. Goals and Objectives Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Anticipating and Seeking Feedback Diagnostic Selection and Matching Communication Leadership Skills Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Communication Skills: Influence Strategies Threats (coercive power) Promises (reward power) Persuasion (expert or referent power) Relationships (referent or legitimate power) Manipulation
Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision 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 Coaching The continuous development of salespeople through supervisory feedback and role modeling. Suggestions for affective coaching include: Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Planning and Conducting Integrative Meetings Keep technical presentations succinct Use visual aids and breakout discussion groups Keep salespeople informed of corporate strategy and their role in it Minimize operations review Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Planning and Conducting Integrative Meetings Set a humane schedule . . . allow time for sharing and adequate breaks Set and communicate the agenda Ask for input from the salespeople Generate excitement with contests and other rewards Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Approaches to Management Ethics Immoral Management Intentional and consistent management activity conflicting with what is moral (ethical). Exploits opportunities for corporate gain. Cut corners when it appears useful. Seeks profitability and organizational success at any price. Selfish. Management cares only about its or the companys gain. Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Approaches to Management Ethics Amoral Management Management activity that is neither consistently moral or immoral . . . Decisions lie outside the sphere to which moral judgments apply. Give managers free rein. Personal ethics may apply but only if managers choose. Respond to legal mandates if caught and required to do so. Seeks profitability. Other goals are not considered. Well-Intentioned but selfish in the sense that impact on others is not considered. Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Approaches to Management Ethics Moral Management Management activity conforms to a standard of ethical or moral behavior. Live by sound ethical standards. Assume leadership position when ethical dilemmas arise. Enlightened self-interest. Seeks profitability within the confines of legal obedience and ethical standards Management wants to succeed but only within the confines of sound ethical precepts. Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Meeting Ethical and Moral Responsibilities Sales managers should be aware of three particularly relevant types of unethical acts: 1. Nonrole
2. Role Failure
3. Role Distortion. Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Meeting Ethical and Moral Responsibilities Nonrole Against the firm Expense account cheating Embezzlement Stealing supplies Type Direct Effect Examples Role Failure Against the firm Superficial performance appraisal Not confronting expense account cheating Palming off a poor performer with inflated praise Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision Type Direct Effect Examples Meeting Ethical and Moral Responsibilities Role Distortion For the firm Bribery Price fixing Manipulation of suppliers Ingram LaForge Avila Schwepker Jr. Williams Professional Selling: A Trust-Based Approach Module 7: Sales Leadership, Management, and Supervision 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