Sales managers must be adaptive leaders

Sales management

The Boston Consulting Group (BCG) has written about an interesting concept – adaptive leadership.  They argue times are turbulent; organization structures are complex; trust in big business has eroded; competition is more diverse, and digital communications is pervasive. Because of these factors, successful leadership must take a different twist. 

So, what must adaptive leaders do? Here are the four areas where they must strengthen their capabilities – we’ve applied them to sales management. 

  1. Navigate the business environment – embrace uncertainty and adopt new approaches by, for example, cultivating a diversity of perspectives to generate multiple options
  2. Lead with empathy – create a shared sense of purpose and manage the sales team through influence rather than solely command and control.
  3. Learn through self-correction – encourage experimentation as a way for the sales team to learn and develop
  4. Create win-win solutions – focus on sustainable success for the sales team, the company and the clients.

To take a deeper dive into more specific actions adaptive leaders can take, click here

Check out other posts on sales effectiveness at the Sales Training Connection.  

 ©2011 Sales Horizons™, LLC

Technorati Tags: , , , , , ,

About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
This entry was posted in Sales Best Practices, Sales Management Coaching, Sales Training, Sales Training Best Practices, Uncategorized and tagged , , , , , , . Bookmark the permalink.

Leave a Reply

Your email address will not be published. Required fields are marked *

You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>