Sales Management StyleCHOOSING THE RIGHT

Influence is critical to all aspects of the sales manager's role

Keeping the sales vision on track, while

motivating and drivingthe sales team to

achieve it

There are four distinct sales management styles that can be used to influence a sales team

Directing1

Directing is mostly one-way communication, telling the salesperson specifically what you want

Directing is Appropriate & Effective When:

Working with new salespeople

Providing instructions

Communicating decisions

At an impasse

Directed from above

Communicating policy/procedure

Selling2

Selling is persuading a salesperson or the sales team

to move in a particular direction

Gaining commitment by convincing others and giving them the opportunity to respond

Selling is Appropriate & Effective When:

Introducing a different selling technique

Desiring to exceed already-established sales goals

Presenting a new concept, idea, method, or procedure

Challenging the sales team

Participating3

The participating style is used to get input, buy-in,

feedback or opinions from the sales team

Encouraging two-way communication and an exchange of ideas

Participating is Appropriate & Effective to:

Get a salesperson’s perspective on problems

Coach

Obtain suggestions for improving individual performance

Obtain information on progress

Brainstorm strategies

Delegating4

Delegating is about empowering salespeople…

... to have the confidence to perform with little supervision

Delegating is Appropriate & Effective When:

Successful salespeople are able and willing to work independently

Developing individuals to gain confidence in working independently

Empowering salespeople for job enrichment or challenge

In tight time periods

Although there're different styles,

managers should select the style

that best fits the situation

Greater flexibility leads to better

communication, and the ability to

influence sales reps' behaviors

Learn how to transition star sales reps into high performing sales managers!

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By David Jacoby

@DiJacoby