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Directing is Appropriate & Effective When:
Working with new salespeople
Providing instructions
Communicating decisions
At an impasse
Directed from above
Communicating policy/procedure
Selling is Appropriate & Effective When:
Introducing a different selling technique
Desiring to exceed already-established sales goals
Presenting a new concept, idea, method, or procedure
Challenging the sales team
Participating is Appropriate & Effective to:
Get a salesperson’s perspective on problems
Coach
Obtain suggestions for improving individual performance
Obtain information on progress
Brainstorm strategies
Delegating is Appropriate & Effective When:
Successful salespeople are able and willing to work independently
Developing individuals to gain confidence in working independently
Empowering salespeople for job enrichment or challenge
In tight time periods
Greater flexibility leads to better
communication, and the ability to
influence sales reps' behaviors
Learn how to transition star sales reps into high performing sales managers!
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