The Coaching Effect Blog

Sales Performance Equation Part II

Posted by Kristi Shoemaker

June 27, 2011

Our world, your employees, and how people interact has changed and as a result, your old sales management philosophy and even your job description must change in order to keep up. In Part I we shared the components of the Sales Performance Equation, the formula for sales coaching excellence.

Sales Performance Equation the formula for sales coaching excellence

In Part II we introduce another key part of the EcSELL Institute Sales Performance Equation(TM). Collaborative Leadership: the leadership style that in most effective in today's environment. 

There are main leadership styles.

1. Laissez Faire where anything goes and everything is fine
2. Authoritarian where one person commands and others follow
3. Collaborative Leadership

The business world now understands that leadership behaviors and skills impact team performance and the scientific proof is abundant on this topic.  Research proves that the most effective style is collaborative leadership. Increases in performance are maximized when a person understands and embraces this leadership construct. “Collaborative Leadership” does not insinuate there is no hierarchical structure, but quite the opposite.  Research shows hierarchies still need to exist, but authoritative leadership does not. It also shows that a Laissez Faire approach leads to inconsistent growth patterns that are not sustainable. Collaborative leadership encourages people to lead up, down, and sideways and it is the responsibility of the Sales Coach to create this leadership culture within his/her sales department.

Which style do you have?  Below are some clues

Laissez Faire Leadership


Authoritarian Leadership

•Positional power
•Respect for authority
•Enforcing rules

Collaborative Leadership

•Teaching and learning
•Personal power
•Mutual respect

We conducted a Sales Management Webinar on this subject. If you would like a copy of the Sales Performance Equation Webinar Recording, click here.



Topics: Performance Equation

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