|
|
Article: What's your management style? (sales managers)(Column)
- Article from:
- Industrial Distribution
- Article date:
- June 1, 1998
- Author:
CopyrightCOPYRIGHT 1998 Reed Business Information, Inc. (US). This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
|
Sales managers need to wear many hats in order to properly manage sellers
Last month's article discussed the need to modify your management style based upon the individual needs of your staff, so let's examine the Situational Leadership model of Paul Hersey and Ken Blanchard.
Over the last few decades, management experts have been searching for the "best" leadership style. But evidence indicates there is no single leadership style. Successful leaders are those who can adapt their behavior to meet the demands of their own unique situation.
One common situational leadership theory is based on the amount of direction (task behavior) and the amount of ...