Using Color Psychology to Influence Lead Decisions
Posted: Tue Jan 28, 2025 10:01 am
Counterpoint: When Is Directive Coaching OK?
When I was interviewing for a vice president of commercial sales role at Salesforce, the EVP of our division, Tony Rodoni (who graciously wrote the foreword to The Sales Leader They Need), asked me a powerful question about the balance of directive versus collaborative coaching. He said, “David, I know as leaders we strive to coach our reps and lead them to the answers they need. But under what circumstances do you think it might be OK to just tell them what to do?” Indeed, there are periodic instances when directive leadership makes sense. For example:
1. Security, regulatory, or compliance-based scenarios
When there are strict rules and guidelines gambling data poland the team needs to follow, being more directive ensures the team both follows those rules and appreciates their importance. These might include things like the protocols for executing and processing sales agreements, making changes to legal terms and other official documents, or human resources procedures related to recruiting or termination conduct.
2. Sales process and methodology
Most sales organizations have a defined sales process and methodology that the team must follow. In some instances, members might require guidance and direction on how to execute the process effectively. In others, leaders may be instructing team members on precisely how to implement these frameworks in an online platform. In these instances, a directive leadership style can help to ensure the team is following the right steps and using the appropriate techniques to drive revenue.
When I was interviewing for a vice president of commercial sales role at Salesforce, the EVP of our division, Tony Rodoni (who graciously wrote the foreword to The Sales Leader They Need), asked me a powerful question about the balance of directive versus collaborative coaching. He said, “David, I know as leaders we strive to coach our reps and lead them to the answers they need. But under what circumstances do you think it might be OK to just tell them what to do?” Indeed, there are periodic instances when directive leadership makes sense. For example:
1. Security, regulatory, or compliance-based scenarios
When there are strict rules and guidelines gambling data poland the team needs to follow, being more directive ensures the team both follows those rules and appreciates their importance. These might include things like the protocols for executing and processing sales agreements, making changes to legal terms and other official documents, or human resources procedures related to recruiting or termination conduct.
2. Sales process and methodology
Most sales organizations have a defined sales process and methodology that the team must follow. In some instances, members might require guidance and direction on how to execute the process effectively. In others, leaders may be instructing team members on precisely how to implement these frameworks in an online platform. In these instances, a directive leadership style can help to ensure the team is following the right steps and using the appropriate techniques to drive revenue.