Leading Your Sales Team

Sales Management Training

Leading Your Sales Team

It is a training where participants will spend 50% of their time in practical exercises to develop their abilities to adjust their style of leadership in order to react properly according to the situation (based on the 6 types of leadership identified by Harvard).


  • Identifying your natural style of leadership
  • Using techniques to exercise each style of leadership
  • Adapting your leadership according to the situation’s needs


  • Supervisors
  • Managers
  • Vice-presidents
  • Directors


  • Initial exercise: Demonstrate leadership!
  • Basic notions
  • Exercise: Knowing your style of leadership
  • Essential skills to exercise leadership
  • Types of leadership according to Harvard:
    • Pacesetting
    • Coaching
    • Affiliative
    • Democratic
    • Authoritative
    • Coercive
  • Identifying when to use one or the other style of leadership
  • Exercise on situations corresponding to each type of leadership
  • Adapting your leadership to the situation and individual
  • Leadership in action applied to sales context
  • Integration exercise and role play to practice the concepts seen


  • 1 day
  • Group of 8 – 12 participants