Like all leaders, sales managers use different styles to lead their sales teams; however, some sales managers stick to the one style that used since they entered the workforce. If they achieved success early on in their careers, they simply used the same techniques and personality traits that helped them achieve their earlier success. Just as acclaimed executive coach Marshall Goldsmith has written in his new book, "What got you here won't get you there," sales managers also need to learn and adapt if they want to continue to succeed.. Otherwise, using your "one best style" in every situation is no different than a professional athlete running their best play every time. While this strategy may work for a short time, it eventually fails. Adapting different styles in different circumstances is the best way to succeed as a sales manager. Here are three different styles that are often used:
Authoritarian: The authoritarian style is sometimes referred to as the "command" style since this exemplifies the core behavior for the manager. Using this style may be occasionally effective when there are dire circumstances or a crisis situation; however, this style will not work as a consistent leadership style. Managers may be in a power position over their people, but most people will not respond favorably to a boss who continually uses a strong directive style or worse, abuses their power position by issuing edits and creating a climate of fear. The "my way or the highway" approach will soon force your best people off the exit ramp to another opportunity. So good sales managers will only use the authoritarian style very selectively, and it will not be their primary style. Read More...