How To Develop A First Class Sales TeamPosted by Nick Niesen on October 28th, 2010 For a group of people to remain consciously competent at optimum performance levels, they require frequent injections of stimulation, motivational guidance, prompting and directing, otherwise they can easily lapse into becoming unconsciously competent or worse, unconsciously incompetent. The primary objective of a professional Sales Manager has to be: ?To achieve consistently superior results, through the performance of every key individual.?
-Activity levels ? are they working hard and smart enough? -Engagement ? are they talking to the right level in their prospects/accounts? -Messaging ? are they capable of delivering an appropriate message at the right level? -Qualification ? are they only spending time on deals where they can compete and ultimately that they can win? -Closing ? are they constructing successful campaigns and closing business?
The basis of Controlled Management is to provide a means of effective management by adopting different approaches in different situations with different people. Studying the approach and methods of great leaders in history, shows a variety of styles and proves the point. Compare for example, the styles of leadership displayed by say, Montgomery at El Alamein, Pope Jean-Paul II and the Roman Catholic Church or Bob Geldof and Live Aid. All three proved themselves effective leaders but in totally disparate situations and with very different groups of people. Controlled Management is a model, which provides guidance on the most effective management style to adopt in certain situations, with different types of people. CM is a model, not a theory. The difference is that a theory attempts to explain why things happen, whereas a model is a pattern of events, which can be learnt and repeated. There are four management styles: Directing, Coaching, Supporting and Delegating. Each style is appropriate in certain circumstances and they can be illustrated as follows: Directing - Low Supportive, High Directive. Delegating - Low Supportive, Low Directive. Coaching - High Supportive, Low Directive. Supporting - High Supportive, High Directive.
Directive behaviour involves telling people what to do, how to do it, where to do it, when to do it and then closely supervising this performance. Supportive behaviour involves listening to people, providing support and encouragement for their efforts and then facilitating their involvement in problem solving and decision-making.
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