Assignment:
1. Transactional Leadership vs. Transformational leadership
Leadership is important when managing a sales team. But, not all sales managers possess the essential traits to leading and motivating their team. What are some common methods for motivating and rewarding salespeople? Explain what has been effective for you in your career. What are the differences between transactional and transformational leadership? Which style of leadership is better and why?
2. Oftentimes when the sales team does not meet their numbers or perform the anticipated revenue goal, finger pointing begins to accuse structure or compensation. However, the ultimate problem is usually the structure of a company. In structuring the sales team, it is best to create one that supports company growth. There are many sales structures out there, some organizations form hybrids of the different sales organization structures. Other structures are determined based on sales force size and market segmentation, geographic territory, functional based on staff, product groups, and sales process. In creating these typical types of sales structures, there are some advantages and disadvantages. What do you think are some advantages and disadvantages?