Effective leadership often calls for switching management styles. The best leaders know when to change their style depending on the situation and the people involved. If you lead a team, your management style can impact everything from your employees’ morale and productivity to your organization’s overall success.
Want to maximize your team’s performance? David Jacoby, managing director of Sales Readiness Group, recommends exploring four key management styles – directing, selling, participating and delegating – and learning how to apply them. We cover his guidance in this issue of PromoPro Daily.
- Directing. This management style involves mostly one-way communication, which can be helpful and effective in certain situations. Jacoby says directing requires confidence in the information you provide and the specificity in delivering it. He says you might use this style when communicating decisions, giving instructions or explaining policies or procedures.
- Selling. You might use this approach, Jacoby says, to present a new idea or concept, to exceed already-established sales goals or to challenge your team. He says selling is persuading a sales rep or sales team to move in a particular direction. The idea is to convince your employees and make them want to follow your guidance.
- Participating. When you use this management style, you’re encouraging an open dialogue. Jacoby says you can use a participating style to get someone’s perspective, to obtain suggestions or to coach. This style allows you to access a variety of ideas and show your staff members you respect and value their input.
- Delegating. This management style is ideal when you want to empower your team members to do their jobs or take control of their personal development. Jacoby recommends using this style with successful sales reps who want to work independently or to develop individuals by building their confidence in their ability to work with little supervision.
Each management style has its advantages and disadvantages, and there’s no one-size-fits-all best style. Learn to recognize your team’s needs and adjust your style accordingly. When you lead in a way that empowers your employees and encourages open communication, you can help your team members achieve their full potential.
Compiled by Audrey Sellers
Source: David Jacoby is managing director of Sales Readiness Group.