1. Transformational Leadership: One of Mark’s sales reps was struggling to close a deal with a large enterprise customer. The sales rep was feeling demotivated and lacked confidence in their ability to win the deal. Mark knew that this was a great opportunity to use his transformational leadership style. He sat down with the sales rep, discussed their goals and motivations, and created a personalized development plan that included coaching, training, and support. Mark encouraged the sales rep to be bold, take risks, and think creatively. As a result of this coaching, the sales rep was able to close the deal and exceeded their quota for the quarter.

  2. Servant Leadership: When a new sales rep joined Mark’s team, he used his servant leadership style to get to know them and understand their unique strengths and weaknesses. He recognized that the new sales rep had a lot of potential but needed some guidance to get up to speed. Mark took the time to provide the sales rep with personalized coaching and training, which helped them build their confidence and close their first B2B sale. By putting the needs of his sales reps first, Mark was able to build a strong and loyal team that consistently exceeded their targets.

  3. Situational Leadership: Mark knows that different sales reps have different levels of experience and expertise, and he uses his situational leadership style to provide them with the right level of support and guidance. When a sales rep was struggling to close a deal with a complex prospect, Mark recognized that they needed more hands-on coaching and support. He spent time working with the sales rep to understand the prospect’s needs and pain points, and provided them with the tools and resources they needed to address them. By adapting his coaching style to the situation, Mark was able to help the sales rep close the deal and win a new customer.

  4. Authentic Leadership: Mark believes in being honest and transparent with his team, and he uses his authentic leadership style to build trust and credibility with them. When a sales rep was struggling to close a deal with a difficult prospect, Mark shared a personal story about a similar experience he had earlier in his career. He talked about the challenges he faced and how he overcame them. This helped the sales rep to see that even experienced salespeople face challenges and provided them with the inspiration and motivation they needed to keep pushing forward. By being authentic and vulnerable, Mark was able to connect with his sales rep on a deeper level and help them close the deal.

  5. Transactional Leadership: Mark uses his transactional leadership style to motivate his team to meet their sales targets. He sets clear expectations and provides them with incentives for achieving their goals. When one of his sales reps closed a particularly large B2B sale, Mark recognized their achievement with a bonus and public recognition. This motivated the rest of the team and created a competitive environment where everyone was striving to exceed their targets. By using this leadership style, Mark was able to create a results-driven culture where everyone was focused on achieving success.

Brent Nauer

Brent serves a critical role in designing and releasing updates to the Zebrafi platform. He writes about complex sales, corporate strategy and technology. He received a bachelor’s degree in economics from Marquette University.


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