Selling Today: Partnering to Create Value, 14/e

Applying Leadership Skills to Sales Management

1. 17.1 Describe how leadership skills can be applied to sales management

If you enter the field of personal selling and experience success, like Jamie Barouh, you may be given the opportunity to manage a sales force. Some salespeople are asked to accept the promotion but decline the offer. They do not want to give up a job they thoroughly enjoy. Many of the salespeople who do rise to management positions become exemplary leaders and advance to positions that offer even greater challenges.

Thanks to the efforts of James Kouzes and Barry Posner, we know a great deal about the practices of exemplary leaders. Many years of research on this topic have been summarized and reported in The Leadership Challenge ...