The need for leadership
Objectives
- To recognise the fundamental differences between management and leadership
- To understand the importance of providing leadership for your sales people
- To understand the need to adapt your leadership approach to suit the individual
Understanding
In Parts four to six the focus has been on the management elements of running the sales operation. These are very necessary, just as in any other area of the organisation. However, to maximise the probability of achieving the desired results you also need to provide effective leadership. The majority of people like to have a leader helping to provide the direction that they are expected to go in and the support to do so.
| Management ‘Doing things right’ | Leadership ... |
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