Leadership vs Management for Salespeople
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Questions and Answers

What is the main focus of today's discussion according to the text?

  • Leadership styles and their effectiveness in sales management (correct)
  • Theories of motivation and how they relate to leadership
  • The difference between leadership and management
  • Traits that make someone a born leader

    • What distinguishes an emergent leader from a leader by assignment?

  • Inherited leadership traits
  • Formal job title designation
  • Years of management experience
  • Inspiring actions leading others to perform (correct)

    • Why is understanding how motivation works considered important in leadership?

  • To develop a career in sales management
  • To determine the most common leadership style
  • To effectively motivate and lead others (correct)
  • To help leaders win awards for best management practices

    • Which aspect of leadership reflects when a person is just given a job title?

    <p>Leadership as assignment</p> Signup and view all the answers

    What is the primary goal of most leaders according to the text?

    <p>Inspiring others and motivating them</p> Signup and view all the answers

    How does an emergent leader typically gain influence within a group?

    <p>Through their actions inspiring others to perform</p> Signup and view all the answers

    What is a false dichotomy that is discussed?

    <p>Born leader vs. made leader</p> Signup and view all the answers

    What does trait leadership emphasize about leaders?

    <p>The influence of their innate characteristics</p> Signup and view all the answers

    What are some examples of traits discussed in relation to leadership in the text?

    <p>Height, intelligence, fluency</p> Signup and view all the answers

    How do trait leaders differ from situational leaders?

    <p>Trait leaders' traits are static regardless of the situation.</p> Signup and view all the answers

    What is the main critique of trait leadership theory presented in the text?

    <p>It fails to account for outliers and individual exceptions.</p> Signup and view all the answers

    What is one of the main criticisms of the trait approach to defining leaders?

    <p>It believes leaders are only born, not made.</p> Signup and view all the answers

    Which term refers to the false perception that leaders are either born with certain traits or acquire them through experience?

    <p>Born or made dilemma</p> Signup and view all the answers

    Why do we tend to view leaders as having innate gifts?

    <p>To make followers feel confident in their leaders</p> Signup and view all the answers

    Why is the idea of leadership training challenged by a trait-based approach?

    <p>It suggests that only selection of the right people is needed.</p> Signup and view all the answers

    In the context of West Point's focus on leadership training, what would contradict a trait approach to leadership?

    <p>Spending time on developing leaders of character.</p> Signup and view all the answers

    What aspect of trait leadership makes it appealing according to the text?

    <p>'Traits' providing a tangible understanding of leadership</p> Signup and view all the answers

    How do emerging leaders differentiate from those assigned to leadership positions according to the text?

    <p>Emerging leaders develop over time through interactions with others.</p> Signup and view all the answers

    Why does the text suggest that one should not discount the idea of becoming a leader?

    <p>'Outliers' exist who challenge traditional leadership traits</p> Signup and view all the answers

    What does the text suggest is the primary factor that affects a leader's effectiveness or ineffectiveness?

    <p>The leader's actions and interactions with followers.</p> Signup and view all the answers

    'Trait definitions of leadership' primarily focus on which aspect of leaders?

    <p>'Innate characteristics' they possess</p> Signup and view all the answers

    What is a major focus of West Point in relation to leadership?

    <p>Training and developing leaders of character.</p> Signup and view all the answers

    What aspect does leadership theory from the perspective of leaders being made emphasize?

    <p>Interactions between leaders and followers as key to effectiveness.</p> Signup and view all the answers

    What does the speaker believe about leadership?

    <p>Leadership is a skill that can be continually developed and improved.</p> Signup and view all the answers

    What is the difference between traits and skills in leadership?

    <p>Traits are unchangeable characteristics while skills can be learned proficiencies.</p> Signup and view all the answers

    Who does the speaker mention as an example of insatiably curious leaders?

    <p>Richard Branson and Howard Schultz</p> Signup and view all the answers

    According to Peter Senge, what is his response to the question 'Are great leaders born or made?'

    <p>Great leaders are born and then develop their leadership abilities.</p> Signup and view all the answers

    What is the main point of the speaker's discussion about leadership traits vs. skills?

    <p>Leaders need both traits and skills to succeed.</p> Signup and view all the answers

    What does the speaker suggest is essential for being a better leader every day?

    <p>Showing up and trying to improve continuously</p> Signup and view all the answers

    What misconception does the speaker address regarding organizational success?

    <p>The idea that some leaders think they know everything.</p> Signup and view all the answers

    Who was named the strategist of the century by the Journal of Business Strategy?

    <p>Peter Senge</p> Signup and view all the answers

    What role does curiosity play in the development of leaders according to the text?

    <p>Curiosity is essential for continuous learning and growth as a leader.</p> Signup and view all the answers

    Which aspect does the text highlight as crucial for addressing organizational problems effectively?

    <p>Being on the side of patients and practicing empathy</p> Signup and view all the answers

    What style of management is described as being very efficient in terms of operation but damaging for long-term relationships with people?

    <p>Authority compliance management</p> Signup and view all the answers

    In which quadrant of the grid does authority compliance management fall?

    <p>Lower left</p> Signup and view all the answers

    Which style of management is characterized by a lack of focus on either achieving results or building relationships?

    <p>Impoverished management</p> Signup and view all the answers

    What is the primary issue with country club management according to the text?

    <p>It is damaging for leadership effectiveness</p> Signup and view all the answers

    Which quadrant represents a leadership style that shows strong commitment to results and also fosters trust and respect among team members?

    <p>Upper right</p> Signup and view all the answers

    What does the lower right-hand quadrant of the grid represent?

    <p>Team management</p> Signup and view all the answers

    What is a key characteristic of authority compliance management?

    <p>Emphasis on operational efficiency over relationships</p> Signup and view all the answers

    Which style of management prioritizes achieving results over fostering positive relationships?

    <p>Authority compliance management</p> Signup and view all the answers

    What characteristic distinguishes team management from country club management?

    <p>High concern for results and people</p> Signup and view all the answers

    Which type of management style emphasizes minimal effort and lacks focus on either achieving results or building relationships?

    <p>Impoverished management</p> Signup and view all the answers

    What is a leadership style primarily focused on?

    <p>Super ordinate goals</p> Signup and view all the answers

    What are the habitual choices of behavior that define a leadership style?

    <p>Task focus behaviors</p> Signup and view all the answers

    What is the other component besides task focus behaviors in leadership styles?

    <p>Building relationships</p> Signup and view all the answers

    What do super ordinate goals help a team achieve?

    <p>Tasks they couldn't achieve individually</p> Signup and view all the answers

    Why is it important in leadership to focus on relationship behaviors?

    <p>To build trust and bonds with team members</p> Signup and view all the answers

    How are task focus behaviors and relationship focus behaviors related in leadership?

    <p>They are both essential components</p> Signup and view all the answers

    What is the main difference between leadership and management according to the text?

    <p>Leaders influence a group to achieve a common goal, while managers design strategies.</p> Signup and view all the answers

    Why do salespeople often become leaders according to the text?

    <p>Because sales skills are similar to those needed for leadership</p> Signup and view all the answers

    What is a key component of sales leadership mentioned in the text?

    <p>Recruiting, training, and coaching</p> Signup and view all the answers

    What is the primary difference between task focus behaviors and relationship focus behaviors in leadership?

    <p>Task focus behaviors center around what needs to be done while relationship focus behaviors involve building healthy interactions.</p> Signup and view all the answers

    In the context of the text, what drives salesperson performance?

    <p>Intrinsic motivation and design strategies</p> Signup and view all the answers

    What does a concern for people in leadership entail?

    <p>Balancing concern for results and building relationships with team members</p> Signup and view all the answers

    Who is mentioned as a leadership consultant in the text?

    <p>Simon Sinek</p> Signup and view all the answers

    How do super ordinate goals contribute to effective leadership?

    <p>By establishing tasks that require teamwork to accomplish</p> Signup and view all the answers

    What concept does Simon Sinek introduce in his framework according to the text?

    <p>The Golden Circle of Leadership</p> Signup and view all the answers

    What is a major focus of leaders in driving salesperson performance according to the text?

    <p>Motivation through intrinsic factors</p> Signup and view all the answers

    Which component is emphasized as challenging regarding motivating salespeople in the text?

    <p>Extrinsic motivation</p> Signup and view all the answers

    What is the central idea behind the leadership model discussed in the text?

    <p>Focusing on intrinsic motivation</p> Signup and view all the answers

    Which book authored by Simon Sinek is mentioned as a New York Times bestseller in the text?

    <p>Start with Why</p> Signup and view all the answers

    What does Simon Sinek emphasize in his book Start with Why according to the text?

    <p>The significance of intrinsic motivation</p> Signup and view all the answers

    How does the participative leadership style differ from the directive style?

    <p>It focuses on group consensus and decision-making.</p> Signup and view all the answers

    What is a key component of the 'friendship factor' in leadership mentioned in the text?

    <p>Showing respect and care towards team members</p> Signup and view all the answers

    Why is it important for leaders to express care and concern for their team members according to the text?

    <p>To foster a feeling of bonding and ownership</p> Signup and view all the answers

    How does the participative leadership style contribute to team morale?

    <p>By allowing team members to participate in decisions and goals</p> Signup and view all the answers

    What negative consequence can arise from using a directive leadership style too frequently?

    <p>Team members feeling overwhelmed and innovation being stifled</p> Signup and view all the answers

    Which leadership style involves everyone knowing what needs to be done, why it needs to be done, and to what standard?

    <p>Structural</p> Signup and view all the answers

    Which approach in leadership focuses on behaviors rather than traits?

    <p>Styles approach</p> Signup and view all the answers

    What is the main purpose of a leader, as mentioned in the text?

    <p>To inspire team members to excel</p> Signup and view all the answers

    Which type of leadership style allows for more transactional activities like rewarding or punishing based on performance?

    <p>Structural</p> Signup and view all the answers

    What major shift did the styles approach in leadership represent when it was first introduced?

    <p>Focus on task and people behaviors</p> Signup and view all the answers

    What does middle-of-the-road leadership prioritize?

    <p>Decent concern for people and results</p> Signup and view all the answers

    Which leadership style involves making quick decisions without considering input or challenges from others?

    <p>Structural</p> Signup and view all the answers

    What is a characteristic of transformational leadership?

    <p>Inspiring team members to innovate</p> Signup and view all the answers

    What is the main focus of servant leadership?

    <p>Inspiring and serving others</p> Signup and view all the answers

    Which type of leadership style requires little direction for motivated and expert team members?

    <p>Structural</p> Signup and view all the answers

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