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