Your style as a sales manager literally will define you. Whether you consciously nurture it from within, copy it or have it refined via education, the approach you take with respect to all aspects of the management position you hold, will become your sales management leadership style. If you have been part of the sales profession for any length of time you have experienced what seems like an endless array of manager types. Remember the gruff guy you were assigned to on your first sales job? What about the button down, three piece suit that had all the numbers all the time? Who can forget the graduate of "fill in the gap" business school, with a case study for every problem? In some ways, we are very much molded by the sales managers that have cross our paths as we develop our skills. So, it stands to reason that the type of manager you are will, in fact, have a considerable impact on, not only your career, but the careers of those you manage.
Surely, libraries are full of tomes about this topic. Much research and yes, many case studies have been done, defining sales management leadership styles. Are you the expressive outgoing type who likes to be involved in all aspects of the sales cycle or the more analytical manager, equipped with all the data necessary to make whatever decisions come your way? After many years of observations, I have come to the conclusions that there are two basic styles of sales management: the Napoleonic style and the Teddy Roosevelt style.
Napoleon, as you may know, was a brilliant military commander who rose through the ranks during the latter portion of the French revolution. He later became Emperor of France.
Teddy Roosevelt was also a military leader, forming the famed Rough Riders and distinguishing himself in combat. Later, he became the 26th President of the United States.
Both men have these similarities but their leadership styles were quite different.
Napoleon relied on the loyalty of his warriors. He gained their trust by knowing, intimately, the roles of each rank below him, often doing their jobs if need be to succeed. He knew this loyalty would propel his armies into the most intimidating combat imaginable. He was known for his unconventional strategies and tactics, still studied extensively today. Napoleon was known to seek the highest point in the battle field and visibly direct the various components of his forces. This observation/direction approach allowed him to be flexible, react to changing situations and have a continued sense of his army's strength at any given time.
Translated to sales management leadership style, this approach has the manager fully aware of each step of the sales cycles, ensures the proper training and equipping of the sales force and willing to be flexible. The approach has the manager engaged when necessary but primarily providing support, direction and guidance. There is no question that the manager is willing and able to become part of the "fray" at any time though.
Teddy Roosevelt also had the loyalty and admiration of his troops. He often spoke of walking softly whilst carrying a big stick. He was known to lead by complete immersion into the battle at hand. He is famously remembered for his charge at the Battle of San Juan Hill defeating a Spanish garrison. He lead his Rough Riders atop his horse, sword extended, charging forward. His men knew he had as much to lose as they did and so, fought heroically.
This, in terms of today's sales management leadership style, has the sales manager fully engaged in the sale process by leading upfront. The manager is confident, knowledgeable and willing to lead by doing. Whether that is by participating in many sales calls, establishing relationships with key decision makers, taking a key role in important sales presentations or simply being visible for support.
Both these style can be very successful. They both rely on developed skill sets, willingness to be flexible, establishing a strong relationship with your team and developing a loyalty. Each approach can be dependent on circumstances, personalities and preferences. That said though, it seems to me that ultimately you are either one or the other.
It would be easy to begin a discussion to determine which sales management leadership style is the best. The arguments for either would be many and even emotional. That is not the intention here.
We did intend to define these styles and for you to consider the merits of each. You will be the best judge of how your style fits with the above and how successful your style has been.
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