Sales Leadership, Management,

and Supervision
Sales Leadership, Sales Management,
and Sales Supervision
Power and Leadership

Five Sources of Power

Power and Leadership
• Power is Perceived
• Effective Leaders Know When to Exercise Each of the
Five Sources of Power (including in combination)
• Salespeople May at Times Have More Power Than Their
Managers
How Sales Managers Can Develop
Power
Sales Leadership Influence Strategies
Communication Mechanism
• Tools
• Cell Phones
• e-Mail
• Texting
• Voice Mail
• Web Conferencing
• LinkedIn
• Twitter
• Instant Messaging
• Important to understand the best
methods and the appropriate
content and frequency.
Coaching

Working directly with

salespeople to help
them develop
professionally, plan and
execute sales strategies
of specific customers,
and improve all aspects
of the sales process.
Coaching
Suggestions for Conducting 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 reviews
unless they are directly
related to sales.
Suggestions for Conducting 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.