2. IT IS IMPORTANT !! AND WHY
Leaders , Managers & Staff – Must work together
understanding each other roles to produce successful
results
Understanding the different roles is important to know
where you got to spend more time on a day to day basis.
Important you develop your skills to align the business
requirements
As leaders in the field avoid day to day fighting and focus
on strategic direction. (resolve problems first time right
and ensure practices are put in place to make sure the
same thing don’t get repeated.
3. “Leaders are born, not made” False – Some
characteristics may be by birth , but doesn’t mean that a
leader can be made.
“Leaders must have charisma” – False- Charisma is only
an advantage (Churchill vs. Hitler)
“Leaders need status to lead”- False – Leadership can be
demonstrated without any position or status.
4. THE FOLLOWING CHARACTERISTICS ARE IMPORTANT WHEN
HANDLING A CHANNEL
Self Confidence
Energy
Tolerance of Stress
Willingness to take responsibility
persistence and determination
fairness
Adaptability
emotional intelligence
5. SKILLS NEEDED TO LEAD A TERRITORY/ REGION
Articulate in Speech
Social Skills
Organization and Coordination Skills
Conceptualization and Creativity
Diplomatic
tactful and persuasive
6. EMOTIONAL INTELLIGENCE AND WHY IS IT IMPORTANT
the ability to monitor ones own and others feelings,
emotions, to discriminate among them and to use this
information to guide thinking and actions
7. THEORETICAL LEADERSHIP STYLES
Behavioral leadership theory
Situational theory of leadership
Transformational leadership theory
stewardship leadership theory
Entrepreneurial leadership
8. ENTREPRENEURIAL LEADERSHIP – is what is required today
for channel management
This type of leaders-creates new order, they break rules
for the sake of not doing so but only they constrain
success
Creativity and innovations are key characteristics
Entrepreneurial instincts are encouraged in others
Drive to create build and change
scene of urgency
Optimism
Willingness to hire smart people
Passion
