Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition...
-
Upload
hilary-boyd -
Category
Documents
-
view
220 -
download
0
Transcript of Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition...
![Page 1: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/1.jpg)
Sales Management
Coaching & Leadership
Topic 17
![Page 2: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/2.jpg)
Leadership Skills
• Empowerment• Intuition • Self-Understanding• Vision• Value Congruence
![Page 3: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/3.jpg)
Power
• Legitimate Power• Reward Power• Coercive Power• Referent Power• Expertise Power
![Page 4: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/4.jpg)
Directive vs Supportive Behavior
![Page 5: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/5.jpg)
When Taking a New Position
![Page 6: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/6.jpg)
Team Building
• Formal & Informal• What & Why• Interactions• Emotional Climate• Norms
![Page 7: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/7.jpg)
Coaching
• Very Common• Most Important Training• Manager Must Be Able to Sell• What are the Goals of Coaching?
![Page 8: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/8.jpg)
Example
![Page 9: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/9.jpg)
Questions Before the Visit
• Planning• Attitude• Knowledge• Selling Skills
![Page 10: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/10.jpg)
Let Them Run the Show
• This can be hard• Again, what are your goals
![Page 11: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/11.jpg)
Question Immediately Afterword
• Strengths• Weaknesses• How to Improve
![Page 12: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/12.jpg)
Next
• Praise• Confirm (or Offer) Specific Suggestions• Reach Specific Agreement• Keep Good Records• Use Again in the Future• Don’t Just Criticise
![Page 13: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/13.jpg)
Meetings are the Devil
• What is the cost?• Can it be avoided?• Meeting just to meet?• How many are good?
![Page 14: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/14.jpg)
Increase Your Odds
• Specific Objectives• Advance Planning• Agenda• Get Participation• End Early When You Can• Follow Up
![Page 15: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/15.jpg)
Drugs, Sex, Jerks & Outcasts
• No Worse Than Anything Else• Company Car Problem• Still, 5-10% of the US Population• Very Hard to Deal With• Require an Active License
![Page 16: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/16.jpg)
Sexual Harassment
• Dating = Hating• Men or Women• Overnight Travel• Predators & Signals• Outside the Company
![Page 17: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/17.jpg)
Sexual Harassment
• Cannot Ignore• Focus on Behaviors• Email “no asking for dates”• Clear Written Policy
![Page 18: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/18.jpg)
Suggestions to Avoid
• Be Professional• Dress Appropriately• Drink Cautiously• No Sob Story Listening• Independent Transport• Trust Instincts
![Page 19: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/19.jpg)
Firing People
• Last Resort or• Big Mistakes• RIF vs Poor Performance
![Page 20: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/20.jpg)
Firing
• Be Humane When Possible• Fire on Monday• Don’t Fire Remotely• Don’t Spend a lot of Time• Nothing to Discuss
![Page 21: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/21.jpg)
Follow Good Personnel Policy
• Annual Written Reviews• Paper Trail• Use Consistent Standards
![Page 22: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/22.jpg)
Lawsuits Require
• Facts• Law• Desire to Do• Resources Needed
![Page 23: Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.](https://reader031.fdocuments.net/reader031/viewer/2022032015/56649f585503460f94c7e750/html5/thumbnails/23.jpg)
Plateauing
• What it is• Very Difficult to Handle• Catch Early• Express Concern• Don’t Punish Success