Leadership is difficult to define and operationalise. Effective sales managers require leadership skills to guide, coach and develop salespeople to perform better.
Various theories of leadership – trait theory, power theory, behavioural theory, contingency theory – help our understanding but do not adequately explain how leadership works or is most effective.
Different styles, democratic, autocratic, consultative, paternalistic or laissez - faire, seem to work more effectively in some situations than in others. These leadership styles can improve or impair performance and affect supervisor – subordinate relationships.…
