MBA FP6120 McAndrewVanessa Assessment5 Attempt1

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Running Head: SALES LEADERSHIP PHILOSOPHY 1

Sales Leadership Philosophy

Vanessa McAndrew

Capella University

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SALES LEADERSHIP PHILOSOPHY 2

Sales Leadership Philosophy

Personal sales leadership and relationship with established theories

Sales leadership philosophy is a team leader’s perspective of sales values and principles,

ways of providing business direction, implementing sales plans, and motivating his colleagues

that he directly supervises. There are different types of leadership philosophies that different

persons, including salespersons, in leadership roles employ. These leadership styles include

autocratic leadership, participative leadership, laissez-fairre leadership, transactional leadership,

and transformational leadership (Lussier, & Achua, 2015). Under the autocratic style of

leadership, the sales team leader makes decisions without the input of the members of his team,

he excises total authority over the entire sales process and imposes his thoughts and business

aspirations on the junior employees. However, a sales team leader that adopts a participative

style of leadership would value the input of his team members even though the responsibility of

the final decision rests on the team leader’s shoulders.

Laissez-faire leadership in sales propounds the idea that junior salespersons are highly

skilled and competent enough to do their work effectively without the direct supervision of the

team leader. This type of leadership works bests where all the sales persons are well experienced

and highly skilled, but this is not always the case. In transactional leadership, sales team leaders

provide rewards or punishments to team members based on performance. Under this leadership

philosophy, salespersons who meet the predetermined sales targets would get rewards such as

bonuses (Johnston, & Marshall, 2016).

Application of leadership theories

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Running Head: SALES LEADERSHIP PHILOSOPHY Sales Leadership Philosophy Vanessa McAndrew Capella University 1 SALES LEADERSHIP PHILOSOPHY 2 Sales Leadership Philosophy Personal sales leadership and relationship with established theories Sales leadership philosophy is a team leader’s perspective of sales values and principles, ways of providing business direction, implementing sales plans, and motivating his colleagues that he directly supervises. There are different types of leadership philosophies that different persons, including salespersons, in leadership roles employ. These leadership styles include autocratic leadership, participative leadership, laissez-fairre leadership, transactional leadership, and transformational leadership (Lussier, & Achua, 2015). Under the autocratic style of leadership, the sales team leader makes decisions without the input of the members of his team, he excises total authority over the entire sales process and imposes his thoughts and business aspirations on the junior employees. However, a sales team leader that adopts a participative style of leadership would value the input of his team members even though the responsibility of the final decision rests on the team leader’s shoulders. Laissez-faire leadership in sales propounds the idea that junior salespersons are highly skilled and competent enough to do their work effectively without the direct supervision of the team leader. This type of leadership works bests where all the sale ...
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