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Course Project Ldp Essay

8414 words - 34 pages

Leadership Development Plan

GM 592: Leadership in the 21st Century

Month day, 200X

Table of Contents

. Purpose of Study

. Background Analysis

. Literature Review

. Benchmark Analysis

. SWOT Analysis

. Proposed Action Plan with Implementation Timeline

. Potential Impact of Current Trends

. Desired Future State

Purpose of Study

The position I currently hold is Advanced Skills Training Manager for a global provider
of office technology and equipment. My direct team unit in the organization is the corporate
university (an HR function), but we also have cross functional responsibilities to sales with a
dotted line reporting ...view middle of the document...

My short term focus (and the primary focus for this LDP) is to develop skills that will
enable me to effectively create and manage a field training program that supports the needs of
the sales organization. My long term goals are to start a consulting firm focused to sales and
management consulting. To accomplish these, I will focus on aspects of leadership required in
today’s complex sales marketplace.

Background Analysis

The role of leadership in sales is multi-faceted. Clearly, there are driving forces related
to the organization as a whole with focus on results (sales numbers and customer satisfaction) as
well as processes (internal steps, sales productivity metrics), and competitive positioning
(market share, profit margins). Also, there are aspects of leadership that relate to the
interpersonal needs of maintaining a high performing sales force (management skill, motivation,
sales effectiveness, development). Specific to the industry that I am a part of (office
technology); a transition from a “commodity” sale, to a more complex “solution” sale has been
the topic of much interest in recent years. Combined with globalization and increasing
competitive pressure, this transition creates several challenges to effective leadership.

To address these challenges and industry trends, this analysis will concentrate on
leadership effectiveness, transformational leadership skills, and change management. Inside of
leader effectiveness are subcategories of coaching and motivation (leading and creating leaders,
building effective teams). Transformational skills and change management will focus on
successfully making the shift to more complex sales while effectively managing the internal
(technology changes and a shift in required skills) as well as the external changes (increasing
competition and the industry shift from tangible product to more intangible, consultative service

offerings). Sr. leadership requirements will be to develop and maintain focus on organizational
direction and require that top leaders be examples of the behaviors and attitudes they wish the
company to hold.

Literature Review

Contemporary research places much emphasis on manager coaching and coaching
models from Sr. leadership to middle management levels. Walker (2002) identifies key
development areas for rookie managers as: delegating, thinking strategically, and giving
constructive feedback. She goes on to point out that while these skills are “management 101”,
managers at all levels make these mistakes. She further says “An organization that supports its
managers by helping them develop these skills will have surprising advantages over the
competition” (Walker, 2002).

In my industry, the shift in focus to “solution sales” has increased the complexity of the
skills needed in this business, making effective coaching skills more imperative. Studies
examining the impact of effective coaching paint a clear picture. One study of...

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