Sales Management Coaching & Leadership Topic 17. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence.

Slides:



Advertisements
Similar presentations
BEST PRACTICE: SOLICITATION OF FEEDBACK. Industry perspective: Auto purchase? Service industry? (e.g. hotels, doctors) Chain restaurants? Ebay purchase?
Advertisements

Addressing the needs of the local.  members new in their role  previous training  local issues and culture  prior knowledge and information  work.
Chapter 7 Management and Leadership
How to be a “Hi-Po”: Secrets to Managing a Successful PM Career.
New Supervisor: Skills for Success
Performance Management Guide for Supervisors. Objectives  Understand necessity of reviews;  To define a rating standard across the Foundation for an.
Presented by Kelly Patchell Della Rosa Caldwell College.
Youth Protection A changing scene What are the expectations that RI has on Rotary Clubs participating in its various Youth Programmes?
Management, 6e Schermerhorn
Top 10 Mistakes Employers Make and How to Keep from Making Them Ashley Scheer Jackson Walker L.L.P. 901 Main Street, Suite 6000 Dallas, Texas (214)
CHAPTER 12 LEADERSHIP. n What is leadership? the ability to influence, inspire and direct the actions of a person/group towards the accomplishment of.
Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. Slide 1.
How to Conduct Effective Performance Reviews. Session Objectives You will be able to: –Identify the importance and benefits of Performance Reviews –Assess.
Recruitment Talk The Hong Kong University of Science and Technology (HKUST) Date: Feb 16, 2005 Speaker: Antonio Yu (Resources Explorer)
McGraw-Hill/Irwin 2010 Modified by Jackie Kroening 2011 TEAMS IN QUALITY ORGANIZATIONS Chapter 9.
Management and Leadership
TRANSLINK Training Effective Management and Supervision of PhD Candidates University of Indonesia, 9-10 May 2006 Postgraduate Supervision Dr. Paul Timms.
Schermerhorn - Chapter 11
Leadership in the Baldrige Criteria
Teamwork 101.
Coaching for Superior Employee Performance Techniques for Supervisors.
QUALITY ASSURANCE PROJECT Improvement Coach The purpose of this session is to introduce participants to the role of the improvement coach and prepare for.
Melissa S Ward MMW “Leadership is about capacity: the capacity of leaders to listen and observe, to use their expertise as a starting point to encourage.
USD Sexual Harassment You may not know what it is………. You may not know what it is………. But you know how it makes you feel!!! But you know how it makes you.
Ephesians 4:29 Defensiveness: Do You Want a Teachable Spirit ?
Interviewing for a Job and Résumé Writing “You never get a second chance to make a good first impression.” – American Proverb.
Success in the Workplace
Chapter 13 COMMUNICATION. CHAPTER 13 Communication Copyright © 2002 Prentice-Hall Communication The sharing of information between two or more individuals.
Judging a Book by its Cover Positive Communications and Style Guide for CCCOE Employees.
Fire and Emergency Services Company Officer — Lesson 3 Fire and Emergency Services Company Officer, 4 th Edition Chapter 3 — Supervision.
Situational Leadership: Perception and the Impact of Power
Introduction to Management LECTURE 31: Introduction to Management MGT
How to Supervise People Discussion Session # 39. PEOPLE AND RELATIONSHIPS 1.They develop high morale and enthusiasm among their employees. 2.They know.
LEADING AND LEADERSHIP DEVELOPMENT
 Is there a difference between working as a group and working as a team? Why or why not? What is the difference?
Ms. Eberhard HGD – Spring What is teamwork? A joint action by a group of people, in which each person subordinates his or her individual interests.
/0903 © 2003 Business & Legal Reports, Inc. BLR’s Human Resources Training Presentations Coaching Techniques.
Chapter 10 Relocation Tips for the First 30 Days on the Job Goal Setting.
Service and Relationship Marketing Module:2 Chapter:1 Managing People for Service Advantage.
MGMT 371 Groups and Teams  Group & Team defined, compared  Formal group functions, benefits  Group development  Member roles, norms  Teams and trust.
1 Chapter 12 The Manager as a Leader. 2 Lesson 12.1 The Importance of Leadership Goals Recognize the importance of leadership and human relations. Identify.
Student-Mentor Relationships and the Politics of Graduate School.
© 2007, Educational Institute Chapter 7 Discipline Supervision in the Hospitality Industry Fourth Edition (250T or 250)
Creating a Positive Team Environment. 1. Set High Expectations if you expect more, you will get more be genuine and avoid false praise The classic “Pygmalion.
Section 14.2 Leadership Back to Table of Contents.
Job Coaching in Practice. Learning Objectives At the completion of this session participants will be able to: Define the steps, activities and supports.
Leading Effective Meetings By Jessica Kruse. Key Actions For Leading Effective Meetings  Prepare For a Focused Meeting Prepare For a Focused Meeting.
Management & Leadership
New Supervisors’ Guide To Effective Supervision
Traditional Tool: The Role of Leadership and Standard Operating Procedures.
Unit 4 Management.
The Steel Method SALES MANAGEMENT Stop Hiding Start Managing 2.0.
Overcoming Challenges with B2B Sales Name Position, Company Website Steve Sienkiewicz Accelerate Consulting | Sales Xceleration
Influencing: Power, Politics, Networking, and Negotiation
Chapter IV – Leading Objectives: What is Leadership?
Staying Motivated to Win, despite technology Peter Lawless.
CHAPTER 13: LEADING. Chapter 13 Study Questions Management Fundamentals - Chapter 13 2  What is the nature of leadership?  What are the important leadership.
HOW TO INTERVIEW - SUPPLEMENT Read me first! This is a copy of a session from Toomas that was created by an HR consultancy (CVO) for an AIESEC conference;
1. On a blank sheet of paper… Write down one reason why you may be disciplined (written up) at work.
Safeguarding and confidentiality within health and social care volunteering.
© 2009 Kreamer Connect, Inc. We Have To Stop Meeting Like This! ____________________________________________________________________________________________________________.
Workplace Ethics Desirable Employee Qualities Cooperativeness ▫Willingness to work with others to achieve a common goal ▫Do tasks you don’t like without.
SW 406 Chapter 3 Group Skills for Organizational and Community Change.
SALES MANAGEMENT TOPIC 9
Creating a Positive Team Environment
SALES MANAGEMENT TOPIC 9
13 Leadership.
Interpersonal/Social Skills
TEAMS 2.02.
Managing Time (and Stress) by Managing Yourself!
Presentation transcript:

Sales Management Coaching & Leadership Topic 17

Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence

Power Legitimate Power Reward Power Coercive Power Referent Power Expertise Power

Directive vs Supportive Behavior

When Taking a New Position

Team Building Formal & Informal What & Why Interactions Emotional Climate Norms

Coaching Very Common Most Important Training Manager Must Be Able to Sell What are the Goals of Coaching?

Example

Questions Before the Visit Planning Attitude Knowledge Selling Skills

Let Them Run the Show This can be hard Again, what are your goals

Question Immediately Afterword Strengths Weaknesses How to Improve

Next Praise Confirm (or Offer) Specific Suggestions Reach Specific Agreement Keep Good Records Use Again in the Future Don’t Just Criticise

Meetings are the Devil What is the cost? Can it be avoided? Meeting just to meet? How many are good?

Increase Your Odds Specific Objectives Advance Planning Agenda Get Participation End Early When You Can Follow Up

Drugs, Sex, Jerks & Outcasts No Worse Than Anything Else Company Car Problem Still, 5-10% of the US Population Very Hard to Deal With Require an Active License

Sexual Harassment Dating = Hating Men or Women Overnight Travel Predators & Signals Outside the Company

Sexual Harassment Cannot Ignore Focus on Behaviors “no asking for dates” Clear Written Policy

Suggestions to Avoid Be Professional Dress Appropriately Drink Cautiously No Sob Story Listening Independent Transport Trust Instincts

Firing People Last Resort or Big Mistakes RIF vs Poor Performance

Firing Be Humane When Possible Fire on Monday Don’t Fire Remotely Don’t Spend a lot of Time Nothing to Discuss

Follow Good Personnel Policy Annual Written Reviews Paper Trail Use Consistent Standards

Lawsuits Require Facts Law Desire to Do Resources Needed

Plateauing What it is Very Difficult to Handle Catch Early Express Concern Don’t Punish Success

Feedback: Privacy Policy Feedback
Do Not Sell My Personal Information
About project: SlidePlayer Terms of Service

© 2025 SlidePlayer.com. Inc. All rights reserved.