Leadership Challenge
For the Sales Enablement (SE) team, improving sales productivity by transforming the capabilities and behaviors of the sales organization is a priority (N.Purvis, personal communication, August 2, 2015). Leadership for this team has focused on hiring a number of seasoned professionals who specialize in enablement of an organization through structural course and content design.
As leaders in their areas of specialty, each individual excels in the task they are asked to achieve. This allows management for each division of the SE team to lead from the perspective of the team’s accountability to executive leadership. Failure to manage with respect to how each team’s decisions and resulting activities impact the other as
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The perception from delivery of the initial set of reports to Sales management resulted in rejection of the design and an unstable sentiment toward the SE team overall. As demonstrated in Figure 1, the administration process must indulge requirements that meet the needs of the Sales Enablement team itself as well as those of our stakeholders, Executive leadership and Sales …show more content…
Assuming the organization desires to be successful, we can therefore consider it as a living system dependent on emotional, social and economic outcomes for each of the groups within it (Beerel, 2009). For this living system to achieve these goals, a leader must drive a team capable of creating a collaborative environment with regard for the advisory role they serve in a well-established sales organization.
Focusing on the perceived failure the SE team should acknowledge the challenges experienced and lessons learned with a commitment to create the collaborative environment. By sponsoring a user advisory board (UAB) across the various groups of the living system, the Administrative division of the SE team can formalize the engagement and contributions of stakeholders. The UAB enables the team to openly discuss Executive guidance received with Sales Management, Training Development and the Reporting teams. The teams can jointly consider business requirements with the constraints of the implementation and reporting processes, creating an environment for mutual respect between the teams (Reiter,
Throughout the years, our qualified and dedicated team has successfully completed projects for various individual and business clients. Our extensively trained, skilled, and experienced professionals ca...
Sales and delivery personnel have a unique system and they work well together. Large sales force of over 10,000 individuals.
“The team is faced with creating cohesion and unity, differentiating roles, identifying expectations for members, and enhancing commitment. Providing supportive feedback and fostering commitment to a vision are needed from the team leaders (Developing Management Skills).” ... ... middle of paper ... ...
Regions are divided into branches and sales teams covering specific customer industries and sectors. Martha Pauley, a Branch Manager, manages multiple sales teams in the Northeast Region. Previously branches sold all products in a specific city/area; branches are now tasked with selling one product group over a much larger geographic area (Dynacorp Revisited, 2005: M-2, 86). The sales ...
Leadership at times can be a complex topic to delve into and may appear to be a simple and graspable concept for a certain few. Leadership skills are not simply acquired through position, seniority, pay scale, or the amount of titles an individual holds but is a characteristic acquired or is an innate trait for the fortunate few who possess it. Leadership can be misconstrued with management; a manager “manages” the daily operations of a company’s work while a leader envisions, influences, and empowers the individuals around them.
...team dynamics “depends largely on how willing team leaders are to share authority, responsibility, information, and resources”(p.119). Hence, it is important that managers are actively involved in the development of teams, address conflicts immediately, and allow team members to participate in the planning, decision making, and problem solving in regards to team goals.
Leadership can be defined as the way through which one individual has impacts and influences the attitudes and behavior of other people at a workplace. The tasks of leaders in corporations include organizational as well as departmental activities. Leaders are responsible fr coordination of these activities so as to reach the goals successfully by motivating and inspiring team members. (DUYGULU, Ethem and Ciraklar, Nurcan, 2008). Besides, leaders are supposed to resolve issues by avoiding conflicting situations related to work and strive to boost progress on achieving the overall objectives of a company. Moreover, great leaders provide the required knowledge,
The leadership of an authoritative figure can create success or lead to failure in an organization. The medium-sized manufacturing company, Microstar Industries, has the ability to be successful and collaborative. But in order to achieve this goal, all departments and employees within the company need to work together cohesively and coherently. The following report will address the following problems determined in the sales departments:
With so many constant changes today with different generations, legal and political circumstances and ever-changing and improving technology sources, organizations have new and recurring issues arising every single day. The reasons for these issues vary widely and develop because of so many different situations. The outcome of the situation depends on many factors including the issue at hand, the management style and the ethics of the organization to simply name a few. These outcomes can certainly make or break an organization if not handled appropriately. The issue I have found to be the most significant is leadership. Within leadership, there is the opportunity for many issues in itself.
Keeping these differences in mind, leaders must understand its impact on individuals and the team as a whole.
Individuals have their own personalities that can influence their enthusiasm and productivity within an organization. In addition, individuals also form groups and are part of teams that work together to reach a common goal within organization. According to Gibson, Ivancevich, Donnelly, and Konopaske (2009) dedicated and cohesive teams can have a tremendous impact on organizations effectiveness and the global market. However, all of this happens within the frame-work of office politics and can hinder or enhance the organization’s effectiveness. Therefore, it is important to not only understand individuals, but also groups, teams and office politics within the organization. This will help leaders to plan, organize and motive individuals and groups for the best possible outcome for the organization.
”Leadership involves the exhibition of style or behavior by managers or supervisors while dealing with subordinates; leadership is a critical determinant of the employees ' actions toward the achievement of the organizational goals” (Saeed, Almas, Anis-ul-Haq, & Niazi, 2014). Leadership is a strength that initiates, inspires, and guides the cooperation and attitudes of others on the way to set vision. Leadership is influential and involves several styles of approaches that involve trust, accomplishment and focus to reach a projected result. Using and implementing the ideas of others motivates new thinking and gains the confidence to build the trust and encourage everyone to work to the same goals (Northouse,
Leadership is not always in the hands of members and it continually meet with dilemmas and difficulties.
Many people associate leadership with a specific job title or form of power within an organization. However, through personal experience, I have concluded that leadership can come in many forms and position as well as from multiple sources of roles and job titles both with and without power. Based on the definition of leadership, anyone can be considered a leader as long as they have the ability to influence people to achieve a particular result or goal which benefits the organization or group as a whole. Individuals with a secure sense of self and understanding, acceptance of diversity within an organization tend to be the strongest leaders that not only make others want to follow, but they also encourage other leaders to gravitate to their
Collaboration and teamwork is required in generating an appropriate solution(s) to fix the declining sales challenge. When evaluating a problem it is easy rely on an individual’s perspective for solutions. It can be helpful though to evaluate multiple opinions and proposal when attempting to find the appropriate solution to a problem. The following recommendation is a team oriented problem-solving process that includes multiple perspectives in order to generate the correct course of action to reverse the sales decline.