Reference no: EM132275080

DO YOU AGREE OR DISAGREE?

1. I believe the difference between sales leadership, and sales management, is the same as the difference between leadership and management in any other field. Leadership is more about having followers, rather than subordinates. The difference is that leaders create followers by appealing to employees, by reaching them on a personal level and getting them to buy into the vision and goals that the leader lays out. Managers have subordinates, meaning employees follow their lead because they have to, not necessarily because they want to. This applies to sales as well, sales leaders inspire their sales team to reach the sales goals and visions set forth. Sales leaders display a more transformational style of leadership, that attract followers, and by default makes them more loyal and willing to work as hard as they can to achieve success. Sales managers are more like directors, they aren't taking risks and instead just follow the books to lead the sales team. this can be successful, just depending on the company culture, but typically when the sales team isn't fully bought in to the vision and have their own personal stake in it, results might not always be as high. They display a more transactional style of management, which means they simply just tell he employee what to do, rather than show and lead them on how to get the job done. 2. One major issue that has forced sales organizations to reinvent themselves in the twenty-first century, is social media. Social media has allowed the costumers easier access of communication with organizations, this communication has allowed for an easier platform for customers to voice their opinions and concerns about a product. Because it is easier for customers to openly talk about a product with a large audience in a public forum from the palm of their hands, it has forced sales organizations to reinvent how they do business and how they interact with their consumers. Another major issue for these organizations that has forced them to change strategies is the fact that customers in the modern age are more sophisticated and savvy when it comes to buying products. Because of the internet (which is another issue), customers are much more intelligent shoppers, and demand better when it comes to companies and their products. The internet allows for broader competition and more options available to the customers, therefore sales organizations have to compensate for the more knowledgeable customer and keep them interested in their product rather than a competitors product.