WINTER Chapter 12: Leadership

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Leadership is defined as the ability to influence and inspire the actions of people to accomplish worthwhile goals

What do effective Leaders do

Leadership Skills

Leaders ability to share power with others

Ability to anticipate change and take risks

Ability to conceive what may impact a business in the future and what changes are need for it to prosper

 Willingness to receive and understand both positive and negative feedback from others

Everyone is striving for same business objectives

Leadership power

 Coercive Power: that is based on fear. A person with coercive power can make things difficult for people. These are the persons that you want to avoid getting angry. Employees working under coercive managers are unlikely to be committed, and more likely to resist the manager. Reward Power : Compliance achieved based on the ability to distribute rewards that others view as valuable. Able to give special benefits or rewards to people. You might find it advantageous to trade favors with him or her. Legitimate Power : The power a person receives as a result of his or her position in the formal hierarchy of an organization. The person has the right, considering his or her position and your job responsibilities, to expect you to comply with legitimate requests.

 Expert Power : Influence based on special skills or knowledge. This person earns respect by experience and knowledge. Expert power is the most strongly and consistently related to effective employee performance. Referent Power: Influence based on possession by an individual or desirable resources or personal traits. You like the person and enjoy doing things for him or her.

Change management process

Step 1: Assessment Step 2: Redesign Step 3: measurement Step 4: sales support program Step 5: Implementation

 Assessment: Mangers examines the customers environment in which companys operate. Redesign: Change initiatives are made in three areas:
Customer orientation (knowledgeable of their needs and wants) Sales strategy ( allocation of sales resources e.g. market segmentation) Selling process ( implement changes in the sales processes of sales force)

Measurement: successful change measured through different indicators such as greater sales productivity, improved customer coverage or customer retention etc.

 Sales support program: Important drivers of successful long term change initiatives. e.g. training, compensation, reward and recognition Implementation: Depends on the size and complexity of the sales organization.
Pilot testing

Leadership Styles
Is defined as the pattern of behaviors that others perceive you to use when trying to influence their behavior

Situational Leadership Model

Directive behavior Supportive behavior

 Is the job of getting individual members of a sales organization to work together to form a functional and supportive team

Homans System Model

ACTIVITIE

NORMS

INTERACTIONS

SENTIMENTS