Is There One Best Leadership Style for Every Situation?
In our last article, What Is the Best Way to Lead A Sales Organization? I introduced the concept of a leadership continuum. The leadership continuum comprises four leadership styles which were identified as Tells, Persuades, Participates, and Delegates.
On one extreme, the Task style focuses on telling the individual how and when a task is to be accomplished. Whereas, on the other extreme, the Relational style is focused on delegating responsibility to the person completing the task.
Thus, given these four predominant styles, the question arises, “Is there a preferred or best leadership style?”
My answer is, yes, there is a preferred or best leadership style, but the best style often depends on the situation.
Let’s look at the four styles in detail.
Tells
The telling leadership style is characterized by above average levels of task behavior and below average levels of relationship behavior. The sales manager makes all the decisions.
- Appropriately using the telling style is with a new sales representative who needs to be trained on how to develop a sales presentation.
- Inappropriate use of the telling style is with a seasoned, high performing sales representative who does not need to be told how to develop a sales presentation.
Persuades
The persuading leadership style is characterized by above-average levels of task and relationship behavior. The sales manager makes all the decisions but also attempts to gain the cooperation of the sales force by explaining what needs to be done and persuading the sales force to carry out the sales manager’s plan. The sales manager makes decisions with input from the salesperson.
- Appropriately using the persuading style is when a recently promoted sales representative is highly motivated but is currently unable to carry out the responsibilities of the job adequately.
- Inappropriate use of the persuading style is at a sales meeting where a sales manager instructs the salesforce on the proper procedures for the sale of a new item and provides them with an opportunity to ask questions
Participates
The participating leadership style is characterized by above average levels of relationship behavior and below average levels of relationship behavior. The sales manager sets direction by establishing an overall strategy and goal(s) but leaves the decisions about how to achieve the goals to the individual. The sales manager and the salesperson make decisions together.
- Appropriately using the participating style is when a sales representative needs to focus more on servicing the customer but doesn’t see how that will improve sales. The manager presents reasons for the need for increased service and how it leads to increased sales. The sales representative is allowed to take their preferred course of action.
- Inappropriate use of the participating style is when the sales force is not achieving their sales goals due to increased competition. At a sales meeting, the sales manager seeks input on meeting their sales goals but provides little direction to the sales force.
Delegates
The delegating leadership style is characterized by below average levels of task and relationship behavior. The sales manager provides little direction, contact, or support for the sales organization. The salesperson makes almost all the decisions.
- Appropriately using the delegating style is when a high-performing, motivated salesperson wants to be a top performer.
- Inappropriate use of the delegating style is when a new, untrained salesperson asks for help from the sales manager and the sales manager declines to help the salesperson.
The quadrant chart below summarizes the four styles of the leadership continuum based on the primary decision-maker.
As you can see, there is no one best style for a sales manager to employ in every situation. However, there is a best style to employ based the situation at hand and the salesperson involved.
A successful sales manager is someone who can flex their leadership style to fit the situation and the salesperson.
Join the Conversation
As always, questions and comments are welcome. Which leadership style is your primary style? Are you able to flex styles to leverage the situation?
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Category: Sales Management