Title: "Collaborative Leadership: What Successful Sales Leaders Show Us"

Instructor: Susan Hirt, PhD, Talent Plus, Inc.

Overview:Based on a longitudinal study of top-performing leaders, this presentation reveals patterns in leadership behavior and attitude that impact the intricacies of collaboration. Specifically, certain personality characteristics enhance a sales leader's ability to partner with others, allowing their influence to reach beyond strictly defined reporting relationships and organizational boundaries. Moreover, these successful sales leaders demonstrate a unique approach to coaching and developmental relationships, rejecting remedial techniques in favor of a more individualized style which requires a strong relationship investment with colleagues.

It is possible to measure the intensity of leadership characteristics to understand differences in style among leaders, including their predisposition to collaboration. Reference to specific case studies helps to illuminate the real-world behaviors which result from these identified collaborative leadership characteristics.

WHAT YOU WILL LEARN

- Understand why collaborative leadership is more effective

- Learn how to identify the traits of effective collaborative sales leaders

- Illustrate the effects of collaborative and non-collaborative leadership styles on actual business scenarios

- How to develop collaborative leadership in self

- How to develop collaborative leadership in others

- See various coaching solutions used by effective collaborative leaders, that better align people with the right opportunities