Sales Management

Coaching & Leadership

Topic 17

Leadership Skills

• Empowerment• Intuition • Self-Understanding• Vision• Value Congruence

Power

• Legitimate Power• Reward Power• Coercive Power• Referent Power• Expertise Power

Directive vs Supportive Behavior

When Taking a New Position

Team Building

• Formal & Informal• What & Why• Interactions• Emotional Climate• Norms

Coaching

• Very Common• Most Important Training• Manager Must Be Able to Sell• What are the Goals of Coaching?

Example

Questions Before the Visit

• Planning• Attitude• Knowledge• Selling Skills

Let Them Run the Show

• This can be hard• Again, what are your goals

Question Immediately Afterword

• Strengths• Weaknesses• How to Improve

Next

• Praise• Confirm (or Offer) Specific Suggestions• Reach Specific Agreement• Keep Good Records• Use Again in the Future• Don’t Just Criticise

Meetings are the Devil

• What is the cost?• Can it be avoided?• Meeting just to meet?• How many are good?

Increase Your Odds

• Specific Objectives• Advance Planning• Agenda• Get Participation• End Early When You Can• Follow Up

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

Sexual Harassment

• Dating = Hating• Men or Women• Overnight Travel• Predators & Signals• Outside the Company

Sexual Harassment

• Cannot Ignore• Focus on Behaviors• Email “no asking for dates”• Clear Written Policy

Suggestions to Avoid

• Be Professional• Dress Appropriately• Drink Cautiously• No Sob Story Listening• Independent Transport• Trust Instincts

Firing People

• Last Resort or• Big Mistakes• RIF vs Poor Performance

Firing

• Be Humane When Possible• Fire on Monday• Don’t Fire Remotely• Don’t Spend a lot of Time• Nothing to Discuss

Follow Good Personnel Policy

• Annual Written Reviews• Paper Trail• Use Consistent Standards

Lawsuits Require

• Facts• Law• Desire to Do• Resources Needed

Plateauing

• What it is• Very Difficult to Handle• Catch Early• Express Concern• Don’t Punish Success