Effective Leadership for Sales Team Management

Effective allocation of tasks is crucial to achieve organizational as well as team objectives. This can be done by delegating tasks according to the capabilities and skills of team members, providing encouragement and support, helping them through difficulties or challenges, managing conflict, monitoring progress and quality, providing recognition when objectives are achieved, demonstrating accountability, and maintaining alignment and consistency.

Leading A Team
Leading a Team

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Leading A Team
Table of Contents
Introduction.................................................................................................................................................2
Task 1..........................................................................................................................................................2
The relationship between leadership and management............................................................................2
Method to adopt an effective leadership style..........................................................................................2
Method to inform team members about vision, values, and goals...........................................................3
Task 2..........................................................................................................................................................4
Action plan..............................................................................................................................................4
Task 3..........................................................................................................................................................7
Identify, allocate and monitor key tasks..................................................................................................7
A) Identify the key tasks...............................................................................................................7
B) Allocate work to your team so that they understand the objectives..........................................7
C) Delegate tasks..........................................................................................................................8
D) Provide encouragement and support to your team...................................................................8
E) Help to steer them through any difficulties or challenges............................................................8
F) Manage conflict...........................................................................................................................9
G) Monitor the progress and quality of their work, providing constructive feedback...................9
H) Provide recognition when objectives are achieved...................................................................9
Demonstrate and create accountability....................................................................................................9
A) How you will demonstrate accountability for achieving your own tasks.................................9
B) How you will create accountability among your team members..............................................9
Maintain alignment and consistency......................................................................................................10
A) How you will maintain alignment of the organization’s resources with its vision and goals........10
B) How you will demonstrate consistency in strategy, structure and resource allocation at the
operational level................................................................................................................................10
C) How you will demonstrate congruency between your actions and your words at an
interpersonal level..............................................................................................................................10
References.................................................................................................................................................11

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Leading A Team
Introduction
In this paper discussion regarding the leadership and management has been made. This paper
will highlight the concept of effectively managing the sales team. Beside this, this entire paper
will also highlight the action plan in regards to managing the sales team in an effective manner.
In this paper-light on the importance of the allocating of the key task and creating accountability
and maintaining the alignment has also been made. This paper will also highlight that how to
create no blame culture and importance of the two-way communication in leading the sales team
effectively and efficiently.
Task 1
The relationship between leadership and management
The relationship between leadership and management play an important role. Management and
leadership are the terms that are much of the time seen as synonymous. It is essential to grasp
that activity is a principal bit of convincing leadership. As a fundamental section of leadership,
magnificent activity direct stresses in the wake of building a circumstance in which each and
every delegate makes and surpasses desires in an effective and efficient manner (Goetsch, and
Davis, 2014).
Method to adopt an effective leadership style
There is a various method which enables the leader to effectively manage the sales team. In the
given case I would adopt participate leadership style as well as a Bureaucratic leadership style. It
is because it will lead to having better management. It will enable to strictly adhere to the
organization rules and policies as well as it will make the team member follow the guideline.

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Hence, it will make the team to effectively achieve the team goals as well as it will make the
team healthy (Dubey, R., Gunasekaran, and Ali, 2015).
Method to inform team members about vision, values, and goals
Informing the vision, goals, and values of the organization to the team member is of prime
importance. It is because information regarding the values, goals, and vision will enable the team
member able to work accordingly in the desired direction. Proper information and sound
communication will enhance the motivational level of the team members. Which in return leads
to better productivity at large.
In this given case, I would like to conduct face to face conversation it is because it will lead to
having a better understanding as well as it will build trust and confidence. Two-way
communication is very effective in case of communicating the vision, values, and goals. It is
because it will make the employees and team member to take an active part in the decision
making as well as it will enhance the motivational level of the sales team member. Two-way
communication helps in eliminating the confusion and thus enhancing the clarity of the
objectives in an effective manner.
Conducting time to time formal and informal meeting will also enable the leader to effectively
communicate the vision, goals, and values of the organization in an effective manner. While
communicating the vision, values and goals of an organization team leader need to use the
simple words and, should place a high value on two-way communication process (Sekaran, and
Bougie, R. 2016).
As a leader, I would try to conduct weekly company question and answer meeting with the sole
aim of acknowledging and informing the team member about the vision, goals, and values of an

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Leading A Team
organization as well as collect the feedback from the employees in an effective manner. It will
enhance the communication system as well as also increase motivational level of the team
member at large and thus it enhances the overall productivity and efficiencies at large for the
longer period of time.
Task 2
Action plan
In order to complete this section, an action plan has been made. Action plan for gaining team
trust and collaboration.
Action plan for gaining team trust and collaboration
Strategy
1. Build a clear understanding of the
organizational objectives and goals.
2. Consistency in words and communication
as a leader
3. Create an effective learning environment
4. Align organizational vision, values, and
goals with coaching and development
Tactic
1. Meeting individually and
communicating the objectives as well as
goals of an organization in an effective
manner.
2. Using simple and clear words while
communicating the goals and objectives.
Conducting meeting on weekly basis in a
way to have a sound communication
system.
3. Providing proper training and

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Leading A Team
development opportunity to employees
as well as team member.
4. Making the team member updated
regarding the organizational updates
and news. Informing the team member
about the new updates of an
organization in an effective manner.
It is very important to gain and build trust among the team member. It is because it will lead to
developing a better understanding and cooperation. Which is essential for the team performance
at large.
1. It is very important, to be honest, and to share all the relevant information and data
completely to the team member.
2. Making the team open to accept the challenges and respond the opportunity in an effective
manner.
3. As a leader one should be able to stand for its teams and support them (Hallam et al., 2015).
4. Making the team learn from their past mistakes and failures.
The second part of effective sales team management is developing the proper collaboration.
Sound and effective collaboration enable the team to work effectively and efficiently.
Collaboration and coordination enhance the team effectiveness and productivity for the longer
periods of time. As a sales team leader I would like to gain and build collaboration among the

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team member by following and adopting the various strategies and tactics which is mentioned
below:
1. Shared leadership- As a leader of a sale team, it is very important to follow the shared
leadership style. It will make the team member able to work effectively and efficiently.
Besides this, if the team member is given chance to offer the service of leadership under
supervision then it will ultimately enhance their productivity as well as motivational level.
2. Consensus decision making- Consensus in decision making is also very important. It leads in
building and developing sound and proper collaborative environment within the sale team.
3. Action focus- Action orientated and focus is one of the most important and required
strategies for developing the collaborative environment within the team. Collaboration
enables the management as well as a team to effectively use the resources in an optimal
manner (Hallam et al., 2015).
If the above-mentioned strategies, as well as a tactic, is to be followed effectively then it will
lead to help in managing the sale team effectively and efficiently in a positive manner.
Fair principle behavior- I would like to follow the fair and just approach while managing the
sales team it is because it will help me in gaining the confidence and well as trust. Member of the
team will feel that I am taking all the decision in favor of them as well as in favor of an
organization. In this way, it will make me able to gain trust as well as collaboration among the
team member. Hence, it will be helpful for the stakeholder at large.

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Task 3
Identify, allocate and monitor key tasks
It is of prime importance that proper allocation of the task to be done. If the task is properly
allocated to the team member then it will lead to puts a positive impact on the overall
performance for the longer period of time.
A) Identify the key tasks
Identification of key task is essential. As a leader of the sale team it is identified that providing
satisfaction to the customer, on time delivery of the product, as the well optimal production of
production and sales. So the key task is, handling customer complaint in order to increase
satisfaction as well as sales, Inventory management, Proper analysis and supply chain
management and communication (Ingram et al., 2015).
B) Allocate work to your team so that they understand the objectives
Allocating the work and task to the team member in an effective manner is required. It is because
if the task is effectively allocated then it will the member to understand the objectives in an
effective manner.
The task should be allocated according to the capabilities and skills of the person. For example,
if handling the customer complaint is required then it should be allocated to the person who is

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efficient in communication and tackling the issues in an effective manner (Davis, A., Ahmed, L.,
and Dirkse Van Schalkwyk, R. 2016).
C) Delegate tasks
In this leader and the project manager is required to delegate the task to the team member. It is
because if the task is not delegated then it will not lead to achieving the organizational as well as
team objectives (Havaldar, K. K., and Cavale, V. M. 2017).
For example- If project or sale manager delegate the task to his subordinate and a team member
will use their innovative idea and demonstrate their best and hence, it will lead to the
accomplishment of the task in an effective manner.
D) Provide encouragement and support to your team
While managing the team it is of prime importance that leader needs to encourage and support its
team member. It is because encouragement and support help the leader in building and making
the team member able to work effectively.
Example- If encouragement and support are given then it will ultimately lead to enhance the
motivational level of the team member which in return make the member work with zeal and
interest. It also creates positive competition which is fruitful for the organization.
E) Help to steer them through any difficulties or challenges
It is a duty and responsibilities of a leader and manager to help their team member in the time of
difficulties and challenges. It can be done through proper monitoring and providing required
training and development program.

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F) Manage conflict
While managing the team, leaders need to resolve the conflict if arises in an effective manner. It
is because if the conflict is not redressed effectively and promptly then it hampers the
organizational performance at large for the longer period of time. So through accommodating,
adjusting the things and situation a leader need to redress the conflicts.
G) Monitor the progress and quality of their work, providing constructive feedback
Conducting performance appraisals from time to time play an important role in managing the
sale team. Paired and comparison method can be used in order to evaluate the performance of the
team member. The result should be properly communicated with particular employees. It is
because to make the employee able to know his or her strength and weakness. It helps to figure
out the area of improvement.
H) Provide recognition when objectives are achieved.
If an employee or any team member performance is good. If a team member or whole team
achieved the stated objectives then appreciation should be given. Providing proper recognition
will help in motivating the team member.
Demonstrate and create accountability.
A) How you will demonstrate accountability for achieving your own tasks
Through taking proper feedback and conducting the periodic review I will demonstrate the
accountability.
B) How you will create accountability among your team members.
Creating accountability on the team is very important. In this case as a team leader, I will 1.
Create an atmosphere of accountability, obligation and mutual responsibility 2. I will try to set a

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clear expectations 3. Will try to cultivate the feeling of ownership for the team result 4. Focusing
on the result and avoid the blame culture 5. Keeping an eagle eye over the progress 6. Providing
and communication the feedback on a regular interval (Grant, R. M. 2016).
Maintain alignment and consistency
A) How you will maintain alignment of the organization’s resources with its vision and goals.
I will keep the keep the process of feedback consistent and by allocating the task and work
according to the person capabilities and skills. By providing recognition to all the individual.
The best way in which I will maintain alignment of the organizational resources with its vision
and goals is through consistent communication and proper allocation of the task (Driskill, G. W.
2018).
B) How you will demonstrate consistency in strategy, structure and resource allocation at the
operational level.
Consistency in strategy, structure and resource allocation is determined through proper analysis
and periodic review if the organizational performance at large. I will conduct a proper and
periodic review of the individual performance as well as team performance.
C) How you will demonstrate congruency between your actions and your words at an
interpersonal level.
I will work effectively and efficiently. As a leader, I will follow the participative leadership style.
Which will demonstrate congruency between my action and words. At a personal level I will
demonstrate the congruency between words and action through actively engaging the team
towards productive work in an effective and efficient manner.

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References
Goetsch, D. L., & Davis, S. B. (2014). Quality management for organizational excellence. Upper
Saddle River, NJ: Pearson.
Dubey, R., Gunasekaran, A., & Ali, S. S. (2015). Exploring the relationship between leadership,
operational practices, institutional pressures and environmental performance: A framework for
the green supply chain. International Journal of Production Economics, 160, 120-132.
Sekaran, U., & Bougie, R. (2016). Research methods for business: A skill building approach.
John Wiley & Sons.
Hallam, P. R., Smith, H. R., Hite, J. M., Hite, S. J., & Wilcox, B. R. (2015). Trust and
collaboration in PLC teams: Teacher relationships, principal support, and collaborative
benefits. NASSP Bulletin, 99(3), 193-216.
Ingram, T. N., LaForge, R. W., Williams, M. R., & Schwepker Jr, C. H. (2015). Sales
management: Analysis and decision making. Routledge.
Davis, A., Ahmed, L., & Dirkse Van Schalkwyk, R. (2016). Leading and motivating
pharmaceutical sales teams through a strategic alliance strategy. Journal of Contemporary
Management, 13(1), 169-189.
Havaldar, K. K., & Cavale, V. M. (2017). Sales and Distribution Management, 3/e: Text &
Cases. McGraw-Hill Education.
Driskill, G. W. (2018). Organizational culture in action: A cultural analysis workbook.
Routledge.