4 Leadership Styles

Question 1

What is the primary focus of Part II?

Answer 1

Exploring leadership styles, decision-making for revenue growth, and strategy alignment

Question 2

Why do sales leaders fail to grow revenue?

Answer 2

They only lead with their default style

Question 3

What is the democratic consensus-builder leadership style characterized by?

Answer 3

Approachability, positivity, encouragement, and team engagement

Question 4

What is a downside of the democratic leadership style?

Answer 4

Some salespeople treat commands as suggestions

Question 5

What behavior do salespeople exhibit when they resist change under democratic leadership?

Answer 5

They may ‘wait you out’ instead of taking action

Question 6

What is the autocratic leadership style?

Answer 6

A style that relies on formal power and does not prioritize likability

Question 7

What is a potential negative outcome of being an autocratic leader?

Answer 7

High attrition and only achieving compliance, not performance

Question 8

When is it necessary to adopt an autocratic leadership style?

Answer 8

When defending nonnegotiable outcomes to protect revenue growth

Question 9

What does laissez-faire leadership entail?

Answer 9

A hands-off approach allowing team autonomy

Question 10

What is a challenge of the laissez-faire leadership style?

Answer 10

Allowing team members to fail due to lack of intervention

Question 11

What is the role of a strategic leader?

Answer 11

To recognize strategies and tactics for better results and coach the team

Question 12

What is a downside of being a strategic leader?

Answer 12

Team may not be ready for changes and can lose focus

Question 13

What is the bureaucratic leadership style characterized by?

Answer 13

Emphasizing compliance with laws, rules, and guidelines

Question 14

What is a downside of the bureaucratic leadership style?

Answer 14

Requiring tedious administrative tasks from the team

Question 15

What defines a transactional leader?

Answer 15

A leader who operates on a purely transactional basis, expecting results in exchange for rewards

Question 16

What is a major flaw in the transactional leadership approach?

Answer 16

Assuming all salespeople are motivated solely by money

Question 17

What is the transformational leadership style focused on?

Answer 17

Helping individuals and companies move toward their potential

Question 18

What mistake can transformational leaders make?

Answer 18

Not giving team members time to integrate changes

Question 19

What is the outcome of using a democratic leadership style for territory and account plans?

Answer 19

Increased engagement and commitment from the team

Question 20

What leadership style is effective for prospecting daily?

Answer 20

Autocratic leadership

Question 21

Why is prospecting essential for revenue growth?

Answer 21

It creates the necessary opportunities for reaching goals

Question 22

Fill in the blank: The democratic leadership style can lead to _______ when team members resist change.

Answer 22

revenue loss

Question 23

True or False: The autocratic leader is primarily concerned with being liked by their team.

Answer 23

False

Question 24

What is a key requirement for creating new opportunities weekly?

Answer 24

Being a benevolent dictator regarding prospecting

This emphasizes the need for leadership that combines professionalism with firm expectations for team prospecting.

Question 25

What should a strategic leader do when their team is not generating quality meetings?

Answer 25

Monitor results and analyze sales calls to identify root causes ## Footnote This practice helps in developing new approaches and training the team effectively.

Question 26

What role does a bureaucratic leader play in updating the CRM?

Answer 26

Sends reminders and enforces compliance with CRM data entry ## Footnote Bureaucratic leaders may impose rules like withholding commissions on unentered deals.

Question 27

What is the role of a transformational leader in sales?

Answer 27

Realign the sales approach with client needs and foster new competencies ## Footnote Transformation requires new beliefs and skills to adapt to changing market demands.

Question 28

What is the responsibility of a leader regarding their team's results?

Answer 28

Everything is the leader's fault ## Footnote Leaders must take accountability for their team's performance and outcomes.

Question 29

What are the two big problems that prevent net new revenue?

Answer 29

Too few net new opportunities and too few won deals ## Footnote These issues must be prioritized to ensure revenue growth.

Question 30

What is necessary for creating new opportunities in sales?

Answer 30

Creating more quality opportunities than believed necessary ## Footnote This approach acts as a hedge against the unpredictability of closing deals.

Question 31

What is a common misconception among sales managers about their pipelines?

Answer 31

They believe they have plenty of opportunities available ## Footnote This often leads to missed goals when many opportunities fail to close.

Question 32

What is the primary obstacle to winning deals in sales today?

Answer 32

Using legacy sales approaches that do not align with modern buyer needs ## Footnote Many salespeople are still trained in outdated strategies that fail to create value.

Question 33

What must modern salespeople do to win deals effectively?

Answer 33

Help clients recognize their business needs and facilitate a needs-based journey ## Footnote This includes guiding clients to build consensus among stakeholders.

Question 34

What should sales organizations focus on instead of investing in technology?

Answer 34

Training sales teams for effectiveness in conversations with decision-makers ## Footnote Effective communication is key to guiding clients in their buying process.

Question 35

What is the first and most important variable to revenue growth?

Answer 35

Leadership ## Footnote Effective leadership is essential for guiding the team towards achieving growth.

Question 36

What must leaders do to focus on net new revenue?

Answer 36

Lead their teams to create and win opportunities ## Footnote This involves overcoming distractions and implementing a cohesive approach to revenue growth.