Sales leadership is about the knowledge, attitudes, and behaviours which are used to influence people in order to achieve a desired mission. Leadership can have a formal or an informal aspect. Speaking of “leadership” as opposed to”leading” usually implies that the entities doing the leading have some “leadership skills” or competencies.
From an sales organisational viewpoint, leadership is vital because it has such a powerful influence on individual as well as group behaviour(s). Good leaders in the sales department develop through a never-ending process of self-study, education, training, and experience.
What is situational leadership?
The term ’situational leadership’ refers to a leadership style that has been developed and studied by Kenneth Blanchard and Paul Hersey. This type of leadership refers to when the leader or sales manager of an organisation must adjust his or her leadership style in order to fit the development level of the followers who he is attempting to influence.
With situational leadership, it is the task of the leader to change his leadership style, and not the follower’s task to adapt to the leader’s style. In situational leadership, the style may change constantly in order to meet the needs of others in the organisation according to the situation.
What are organisational goals in the sales environment?
Goals in the sales environment are general statements of what the organisation wants to achieve whereas objectives in the same environment are the specific steps or actions that will be taken to reach these goals.
Both goals as well as objectives should be specific and measurable. Goals can include areas such as profitability, growth and customer service, with a range of objectives that can be used to meet those goals.
Strategic goals and objectives are created to bridge the gap between current capability as well as the mission. They are aligned to the mission. In addition, strategic goals and objectives form the foundation for the action plans. Objectives are often referred to as performance goals.