The Four "D"s of Sales Management

Recently I noted that I have a project I was involved included the manager to see the behavior had stumbled across. The project sales manager for the "preferred practice" when they work closely with their sales representatives were doing was identified. Outputs were interesting and helped my colleagues of the four main types of sales managers and identify the differences between effective and ineffective behavior.

Four types of managers.

A few years ago for a multinational pharmaceutical company working as a coach before my colleagues and I have a framework that managers more effectively outside of their sales representatives "field" able to work with designing the work was. Sales rep was much resentment there, "he dreaded" As the manager and saw it was deemed stressful and an assessment manager to "check" instead of having as many "field trip" a big part of inspiring and Development .

We study the behavior of twenty-five sales managers and both managers and about one hundred representatives in order to interview a sample of the guidelines that managers (and representatives) to adapt their behavior far more these days, visited the area could make come up with productive than they were before.

In this article, I have four types of manager that we were "operating" and the impact that each type found lying on the development and motivation of sales representatives will outline.

Or "Do as I say," "dictator," manager

There are managers who we "dictator" was called a group. "Rules the roost" This type of manager and 'fix' what should be his or her opinion. Listening skills is limited and they move very traditional approach to work. A typical response is along the lines of, "Do it this way because it worked this way in the past."

An advantage of this approach is that people know exactly where they stand and the rules and company regulations and guidelines were fully understand the results that overall the team as "well disciplined" seen had been complied with. People also knew that the rules and guidelines were not followed, the discipline will follow.

The challenge with 'do as I say "approach that the representative said that there was little risk taking that did not listen to their opinions and views, a result they often felt frustrated, important and as under threat in some cases.
This behavior appeared different sources. Some of the first managers simply mirroring the behavior of the previous managers that they had had themselves and many did not know the ways of management were in any way. Very little management training for senior managers or managers were themselves ...

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