Hiring a Vice President of Sales (VP of Sales) is a crucial decision for any organization that seeks to expand its customer base and revenue. The VP of Sales is responsible for driving the sales strategy, managing the sales team, and ensuring the achievement of sales targets. When looking to hire a VP of Sales, it’s important to consider the different sales management styles that exist and how they align with your company’s culture, goals, and stage.
Most common management styles you’ll see at the top of the sales org chart:
1. Autocratic Management: In this style, the VP of Sales makes all the decisions without consulting the sales team. This style works well in situations where quick decisions need to be made, such as during a crisis. However, it can lead to a lack of motivation and engagement from the sales team.
2. Democratic Management: In this style, the VP of Sales involves the sales team in the decision-making process. This style works well in situations where the sales team has valuable insights and ideas to contribute to the sales strategy. It can lead to a more engaged and motivated sales team, but it can also slow down the decision-making process.
3. Transformational Management: In this style, the VP of Sales inspires and motivates the sales team to achieve their goals. They lead by example and set a clear vision for the sales team to follow. This style works well in situations where the sales team needs to be motivated to achieve challenging targets. It can lead to a more engaged and motivated sales team, but it requires a high level of energy and commitment from the VP of Sales.
4. Laissez-faire Management: In this style, the VP of Sales delegates most of the decision-making to the sales team. This style works well in situations where the sales team has a high level of expertise and experience, and they can make effective decisions on their own. However, it can lead to a lack of direction and coordination within the sales team.
5. Coaching Management: In this style, the VP of Sales focuses on developing the skills and abilities of the sales team. They provide regular feedback and support to help the sales team improve their performance. This style works well in situations where the sales team needs to improve their skills and knowledge to achieve their targets.