A regional sales manager, Meera, is given four new sales executives fresh out of college to launch a new product line in Eastern UP. They are energetic and highly motivated but lack selling skills, product knowledge, and field experience.
In the first two months, Meera gives very specific instructions:
She closely monitors their activities and corrects them frequently.
Over time, the team learns the basic sales process and product details, but they still face difficulty in handling objections and closing deals, so results remain inconsistent.
Meera now starts spending more time in the field with them, explaining the logic behind her instructions, demonstrating sales calls, and encouraging them to share their problems and ideas. She continues to take most key decisions herself but tries to build their confidence.
This reflects movement from a highly task-oriented directing (S1) style to a coaching (S2) style as competence slowly increases while motivation remains high.
Team
A team is a group of people who come together to work towards a common goal. Each team member has different skills and responsibilities, and they collaborate, share ideas, and support each other to achieve the team’s objectives.
It’s like a sports team where everyone has a specific role, but they all work together to win the game.