Home Reading - Bill Donaldson "Sales Management Theory and Practice"

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.…