If you have heard of Situational Leadership it’s probably because its one of the most widely used leadership tool to help you adjust your style for better outcomes for each of your team.
Situational Leadership is a leadership model that emphasizes adapting leadership style based on the situation and the level of readiness of the team members. In the context of sales leadership, situational leadership can help sales leaders effectively manage their sales teams and achieve better results. In this blog, we will discuss five ways to use situational leadership in your day-to-day as a sales leader, backed by research.
- Assess the level of readiness of your sales team members: One of the key aspects of situational leadership is assessing the level of readiness of team members, which can be determined by their competence and commitment to a task. Sales leaders should regularly assess the readiness level of their team members and adjust their leadership style accordingly. According to a study by Blanchard and Hersey (1996), the situational leadership model led to increased sales, higher employee satisfaction, and better communication in a sales organisation.
- Use a directive leadership style for new sales team members: New sales team members may require more direction and guidance from their leaders to understand the sales process and the products or services being sold. A directive leadership style, where the leader provides specific instructions and closely supervises the team member, can be effective in this situation. According to a study by Koberg et al. (1999), a directive leadership style was found to be effective in increasing sales performance for new sales team members.
- Use a supportive leadership style for experienced sales team members: Experienced sales team members may require more autonomy and support from their leaders to perform at their best. A supportive leadership style, where the leader provides encouragement and support, can be effective in this situation. A study by Graeff (1997) found that a supportive leadership style was effective in increasing sales performance for experienced sales team members.
- Provide coaching and feedback to your sales team members: Situational leadership emphasizes the importance of providing coaching and feedback to team members to help them develop their skills and achieve their goals. Sales leaders should provide regular coaching and feedback to their team members to help them improve their performance. A study by Conger and Kanungo (1998) found that providing coaching and feedback led to increased sales performance and higher job satisfaction in a sales organisation.
- Adjust your leadership style based on changing circumstances: Situational leadership requires leaders to adapt their leadership style based on changing circumstances. For example, a sales leader may need to adjust their leadership style based on changes in the market or changes in the sales team composition. A study by Zaccaro et al. (2001) found that leaders who were able to adapt their leadership style to changing circumstances were more effective in achieving sales goals.
In conclusion, situational leadership can be a powerful tool for sales leaders to effectively manage their sales teams and achieve better results. By assessing the level of readiness of team members, using appropriate leadership styles, providing coaching and feedback, and adapting to changing circumstances, sales leaders can create a high-performing sales team. The research cited in this blog highlights the effectiveness of the situational leadership model in sales organizations, making it a worthwhile approach for sales leaders to adopt in their day-to-day work. We regularly run programs and the results for leaders is palatably. The lightbulb goes on and they realise that often we treat that individual the same – i.e someone who is autonomous (happening a lot now with remote teams) is then always left to their own devices. Situational Leadership helps us better read the situation and lead accordingly.
Find out more our Situational Leadership program here >>>
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