What Makes A Good Leader?

Christina, that is so true. The sales reps are the face of the company and this plays a very crucial role in building customer loyalty with the company. The clients do not know anything about your company so the sales reps are going to be the first impression of what your company has to offer. So it is vital that the sales reps are knowledgeable on all the company’s products and policies and ensure they are able to follow through on their promises. A good sales rep will listen to the concerns of each client and will try their best to accommodate the customer’s

Brief Explanation of the Issue with relevant examples from business news, popular management press or research:

I too fall into the category of having a negative perception of sales people. This is based on my personal interaction with them, most of my encounters has been with pushy and fast talking sales people. Sales representatives trying to get me to purchase services or products I do not need or dishonest sales representatives who are so caught up in their sales pitch that they omit the truth until you question certain parts that do not add up. I will admit that while this is the most common encounter I have it is not the only form of sales representatives that has made an impression.

Over time people have developed a negative opinion towards the sales person. They are seen as being pushy because they are not meeting their customer’s expectations. A customer entering a building should feel safe, but unexperienced salesperson come off with a pushy mindset. Often, pushing away the clients. These are problems solved by major companies where they invest into training programs for their new recruits.

To be honest, a lot of this stuff to me is just common sense BUT the majority of people in sales don’t stick to that relationship type of selling that I think really makes or breaks a salesman. You can have a low paying customer come in and bug you non stop but if you bend over backwards for that person and they refer a high paying client to you. Then wasn’t that just worth the headache of dealing with Mr. Obnoxious the last 4 months?

A great leader, in my opinion, always looks out for the good in not only their customer but their employees as well. Working in a corporate setting I understand the need and want to express my opinions about my job and my company. Howard Schultz, CEO of Starbucks, is great example of a leader that listens to his employees and gives them a feeling of self worth with their position in the company regardless of whether it’s a full time or part time position. When researching Schultz I found that he takes time to get to know his employees and customers and encourages them to speak openly with him. His employees and customers are in return passionate and engaged.

These behaviors can sabotage the organization’s goals, resources, and effectiveness and adversely affect the motivation, well-being, and job satisfaction of followers (Sheard, Kakabadse, & Kakabadse, 2013). Leaders with self-destructive tendencies often not to intentionally harm the organization or followers, but because of their thoughtlessness and insensitivity they effectively do so (Sheard, Kakabadse, & Kakabadse, 2013).

According to Welch, a business leader is obligated not only to create vision, but also to make sure employees are living that vision at every level of the organization. To Welch, one of the most crucial aspects of being consistent and following up is making sure that he delivers the identical no-nonsense message to everyone.

Leading a group to business success is not an easy task to overtake. Therefore, it isn’t a surprise to encounter countless articles and studies examining the abilities and qualities successful leaders hold. The focus is often not only on accomplished business leaders, but also on auspicious individuals in other sectors.

As the sales environment becomes more complex, customers today are more educated and less tolerant of sales

The ability to influence others is prevalent in all companies and takes on a different meaning based on the organization. In the field of sales, author Richard

Lack of Coordination: Due to heavy loads and feeling of competition among the subordinates there is lack of coordination among staffs.

Sales reps guide customers to the information and options that matter the most to their purchasing decisions.

In many companies, sales forces and marketers feud like Capulets and Montagues— with disastrous results. Here’s how to get them to lay down their swords.

Horizontal communication often fails simply because of organizational members are unwilling to expend the additional effort that it requires. And valuable time of superiors which lead to low productivity.