SALES LEADERSHIP PHILOSOPHY

Create a sales leadership philosophy and plan to prepare for advancement to an executive-level leadership position in sales management. Identify factors that complement your selling style in a global environment. Assess your sales skills and abilities. In this assessment, you are expected to:

• Distinguish the role of a collaborative sales leader in virtual, global, and culturally diverse environments.
• Identify current and emerging trends supporting leadership in sales force development through resource planning, recruitment, training, motivation, and assessment.
• Create a personal leadership philosophy, in preparation for advancing to an executive-level sales management position. Focus on collaborative leadership in virtual, global, and culturally diverse environments.

Part 1 – Sales Leadership Philosophy

Analyze your approach to sales and the role of the sales professional. Through your personal observations, experience, readings, and coursework, critique the theory and practice of sales leadership.

• Describe your personal sales leadership philosophy.
  • How does this complement your selling philosophy? What makes you choose this sales leadership philosophy?
  • How does this philosophy prepare you for an executive-level sales management position?
• Describe the typical relationship between a salesperson and his or her manager, given this philosophy. You may want to examine communication, motivation, training, and other elements.
• Describe methods used to strengthen the long-term relationship, given this philosophy.

Part 2 – Sales Leadership Style Factors in a Global Environment

Once you have a good grasp on your sales leadership philosophy and process, explore factors that complement a successful sales leadership style in a global environment.

• Describe the factors that compliment a successful sales leadership style. How are they different, given a global selling environment?
• Describe what technical expertise and skills you believe are needed for this sales leadership style. Explain your rationale for each skill.
• Describe what communication style you believe works best in a global sales management environment. Explain your rationale.
• Describe what leadership expertise and skills you believe are needed. Explain your rationale for each skill.

Part 3 – Fit Assessment

Put yourself in the role of a sales manager. Based on your work above, examine your fit against the criteria you have identified.

• How would you assess your fit or appropriateness for a sales leadership position?
• What leadership characteristics do you currently possess that would complement a successful selling style?
• What skills would you need in order to be an effective executive-level sales manager?

What additional training or assistance would you need?

 

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