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I had a great opportunity this month to work closely with a country manager of multinational pharmaceutical company in South America. I was there to assist with a needs analysis of their sales organization. The country manager is relatively new in this position, yet is an experienced leader. He contracted our team to conduct the needs analysis in order to build a case for making some important changes in the sales organization.
This leader did not rely on his position power to make changes happen, even though he has a vision of what he would like to accomplish. He contracted a sales force analysis in order to identify the key areas that needed to be addressed and then either applied his expertise in addressing those needs or in helping his directors find the resources needed to address the issues. Without all three of these sources of power, he would not have been effective. See the article below: to learn more about the three sources of leadership power. In addition, we would appreciate your comments, stories, insights and comments on this and other articles on our blog: Magnify L&D Blog
Magnify Personal Leadership would like to offer our support in conducting sales force effectiveness studies like the one we conducted for the pharmaceutical company in South America. We start the process by developing a survey that investigates the key issues facing your organization. We conduct the survey with your sales organization. We compile initial feedback from this survey and then conduct focus groups, individual interviews and field rides with sales representatives, sales managers, customers and headquarter support teams. The final result is a complete analysis of your immediate and longer team needs which we report back at the end of the project.
If you would like more information and/or if we can help in your own sales force analysis or with other sales and management development needs, please feel free to contact us at info@magnifyleadership.com
As part of our community, Magnify Leadership and Development will periodically send you informational articles that may benefit you and your organization. We thank you for your association with Magnify Leadership and Development and look forward to the opportunity to work with you to improve the performance of your team or organization.
Regards,
James Gehrke
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| March's Article |
Three Sources of Leadership Power
by James Gehrke |
The three most important sources of power for a leader in an organization that can best be used to increase the effectiveness of an organization while enhancing empowerment and a sense of control of the employees are legitimate, referent and expert power.
Most organizations are hierarchical in nature. If the title of the leader reveals a higher level in the organization it is very likely that the employee will be greatly impacted by the comments and/or opinions of this leader. It would be a rare individual and perhaps one with a short career in an organization which would not pay any attention to the direction and or ideas of a legitimate leader in business organization today. In fact, legitimate power helps maintain order, the chain of command, and direction for the organization. Without it there would be chaos and diminished effectiveness.
However, legitimate power alone does not necessarily mean employees with maximize effectiveness or feel empowered. Legitimate power only helps to direct individuals to people in the organization who have been identified as those in power. However, legitimate power without referent and/or expert power is of limited help in empowering employees.
Referent power is needed to provide the sense of support and commitment the leader has to the individual and expert power as needed for those employees who need direction in their tasks. This helps to give team member the knowledge of where to go for resources, budget, ideas, materials etc... Without this ability a leader only using legitimate power is useless to team members and their effectiveness suffers. Expert power is the knowledge, experience and skills a leader brings to the team. By demonstrating knowledge in task of the teams the team develops stronger confidence in the leader's ability to teach and delegate tasks that the team needs to accomplish.
Imagine for a moment a leader who is lacking any one of these three sources of power. They cannot be truly effective without all three. Leaders would be wise to recognize that their position in the organization (legitimate power) is only the place where they start to exert influence. Legitimate power only provides the opportunity to utilize referent and expert power to fully empower employees, helping them feel integrated and valued members of the team.
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| Magnify Leadership and Development Training Solutions: |
| Sales Force Effectiveness Study |
The purpose of the sales force study is to determine the effectiveness of your sales organization and to develop an action plan on how to significantly improve performance. The process includes the following steps:
#1: A questionnaire is designed and used to measure several broad areas of sales force effectiveness. The questionnaires are distributed within the organization. The results of the survey are them compiled to identify some preliminary needs.
#2: An interview guide is designed focusing on the major opportunities for improvement identified in the survey. Interviews are then conduced with the management team primarily in Marketing, Sales, HR and Training. Results of the interviews are then compiled as part of the final report.
#3: A focus groups is then conducted with high-performing sales representatives. This session consists of exercises to discuss the expectations, actual experience and solutions for improvement identified in the survey, and to identify major changes to improved productivity. The results of the focus group are then compiled as part of the final report.
#4: Another focus group is conducted with high performing sales managers using the same protocol as used with the sales representatives.
#5: Focus groups are also conduced with customers to determine their perceptions of the image of the top sales companies in the industry, and to identify and prioritize what they consider to be the critical success factors for sale representatives in the industry.
#6: Sales rides are organized with representatives to provide opportunities to observe key improvement opportunities identified in the survey, the interviews and the focus groups.
#7: A consolidated list of quick wins and major issues are then developed by the research team. The management team receives a written and verbal report from the investigating team and a planning session is conducted the the leaders in order to develop action plans for each of the major opportunities facing the organization.
Click to learn more about other Magnify L&D training workshops
Magnify Leadership and Development Programs Include:
Full one to three day workshops include:
- Magnify Personal Leadership
- Magnify Ethical Leadership
- Magnify Coaching Skills: Ten Hallmarks of Coaching Greatness
- Magnify Change Leadership
- Magnify Communications Skills: Becoming and Effective Communicator
- Magnify Interviewing Skills
- Magnify Team Effectiveness: Creating a Team Environment
Half to one First Line Management Development Skills workshops include:
- Leading By Example
- New Employee Development
- Employee Recognition
- Delegation
- Mentoring
- Teamwork
- Time Management
- Interviewing Skills
- Coaching
- Disciplining and Terminating
- Sexual Harassment Avoidance and Diversity Training
- Conflict Resolution
- Disciplining
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| About James Gehrke and Magnify Leadership and Development |
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is a training consulting company with global experience in management/leadership and communication skills and sales force effectiveness training. We provide our clients with customized service and the individual attention in ways that larger training firms cannot provide. We design and deliver customized workshops for clients and back up that training experience with individualized feedback and coaching so that participants can apply the concepts learned more effectively to their jobs; improving performance, productivity and bottom-line results.
Our vision is that our efforts will help to 'magnify' the natural ability that exists in individuals, helping them to maximize their full potential, increasing their value as leaders and professionals in the organizations were they work and serve. We will not be the largest training company, but by offering customized training solutions and by developing a global network of proven subject matter experts, trainers and coaches, our clients all over the world, will value us as the best. We will provide a stellar training experience that has been tailored to our client's needs, providing lasting value to their organizations and improving their bottom line.
Click here to visit our website James has over 25 years of experience working for some for the world's leading Corporations. He headed Pfizer's Learning and Development for all of Europe, Canada, Africa and the Middle East where he was instrumental in the development of a global management curriculum and other training initiatives to enhance organizational effectiveness for over 30,00 employees. He has worked on high level cross functional teams addressing issues such as Field Force Effectiveness, Change Leadership, Leader Behavior Development, Executive Coaching and many others. James also has extensive experience in Sales, Sales Management and Training.
Since founding Magnify Leadership and Development, James has developed, facilitated and coached dozens of leadership and management development training programs for dozens of organizations worldwide. James is bilingual and can facilitate and coach in both English and Spanish. Click here to see customer testimonials |
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