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Leadership And Management Characteristics Management Essay

Leadership and management performs critical role in the efficiency and performance of a business. The two concepts are sometimes taken to mean the same but their perspectives are different. This paper will need to differentiate both concepts, develop authority and management approach for a sales manager in Abbott Company in Ireland. The copy writer will explore the control and management tasks enjoyed by the sales supervisor, relevant skills for the positioning and the many ways of bettering various areas of control and management like intellect, communication and decision-making. The paper will be important to market leaders and managers of organizations as well as students who desire to become professionals and leaders.


Leadership is one of the organization's resources, an effective supervisor must possess command skills and experience that enables him to rule and manage the business. Management and leadership are two concepts that organizations and individual struggle to define and differentiate. Manager's main aim is to enhance the organization's outcome through implementation of administrative functions, the director achieves this by undertaking various functions including planning, organization, directing, staffing and controlling. Leadership is deemed as the main element component under the directing function of management, to control effectively, a manager should not only demonstrate leadership but also requires formal specialist. For just about any organizational initiative to be effective and remain quality mature management must remain a role model and this shouldn't be delegated (Harkins 1999, p. 117). Sometimes management and command are used interchangeably but it's important to know that the two concepts will vary; however, it's important to realize that leadership is a facet in general management and particularly determines the potency of the administrator in the directing function.

Differences between command and management

In conditions of perspective, market leaders think fundamentally while professionals think incrementally, for example while a administrator will seek to do things right, a innovator will seek to do the right things and therefore a supervisor may be a lot concerned with following of company's coverage, market leaders follow their intuition which is mostly of greater benefit to the business. "Managers do things by the e book and follow company insurance policy, while market leaders follow their own intuition, which might be more beneficial for the company: a leader is more emotional than a administrator" (Leitner 2007, p. 1). Furthermore, leaders experience more devotion from their followers than managers do, it is because leaders can take blames particularly when things are not right, they commemorate groups' accomplishments whether major or minor, they give credit to the group and individual people where it arrives. By remaining hypersensitive and observant, market leaders understands their teams better and develops shared assurance with them. The other factor that distinguishes market leaders from managers is that, managers guideline while market leaders are followed, professionals need to be obeyed but market leaders get people who naturally follow them by choice. For example, a leader may not illustrate organizational skills but he could create a vision that unites the organizational people (McNichol et al. 2007, p. 63). Professionals demonstrate know-how in their specific areas where their positions have been attained by working hard and progressing with the company, they posses the technological knowhow. A leader may have recently arrived in the business but through courage, fresh and new ideas, He gets people to follow his targets and use his perspective. In situations where leaders and managers work together, leaders play an impressive role while managers administer, market leaders develop the vision and managers maintain it. Professionals depend on control while leaders inspire associates with trust going for a long-range view of the business. Leaders focus on people but professionals' focus on structures and operations.

Both management and management play a vital role in the organizational performance and performance. God leaders should work hard to realize management skills while good managers must work towards attaining leadership skills. In an organizational context, market leaders build a clear eyesight, which is attainable and then talk it to organization people (McNichol et al. 2007, p. 42). They develop strategies to help realize the perspective ad motivate visitors to work towards reaching the vision. In addition they make a deal for support and necessary resources to help execute the goals. Managers on the other hands ensure that available resources and support are structured and applied to attain the optimal results.

Abbott in Ireland

Abbott is one of the broad-based, global healthcare companies that is committed to donate to the field of medication by obtaining new solutions, new medicines and new health management ways. The business was founded in Ireland in 1946 and it employs about 4, 000 employees across 8 locations in Ireland and other commercial procedure sites like Dublin, Westport and Sligo. Abbott makes and evolves products ranging from pharmaceutical solutions to nutritional products to medical devices and diagnostics. The business attains high level of sales and requires effective coordination of sales over the domestic and in the international market.

The role of an sales manager

The sales supervisor in the pharmaceutical company functions as the cornerstone of sales team powerful and effectiveness. The position will require me to do recurrent evaluation specifically in the light of company stresses that force dramatic changes in the sales team; this is because as a sales administrator I'll drive the business's continued progress and superior production. The other critical role in my portfolio will be to develop strategies relevant for the marketing and sales in the company so that the company can optimize sales income and deal with customers effectively. Being a sales manager, I am going to dedicate the majority of time and resources to the building of a far more strategic approach to sales. This might involve determining the relevant skills for the sales force, their training needs and the mandatory activities that are essential in generating sales; I will act as a team innovator and manager (Ingram et al 2008, p. 15). My profile will also entail an integral role in identifying the company's profitability, overseeing the business's sales procedures and the development and training of sales force, I will operates as a business supervisor. The sales position also requires me to keep an eye on the sales and contribute in conditions of techniques could increase the sales performance; I'll also establish and maintain business associations with other companies, medical doctors and pharmacists on the market.

Management and command characteristics

A sales director must have interpersonal affect on his team to be able to secure their willingness to commit themselves to the shared goals. He must create energy and present course to the sales force, which might include orientation towards the required change. To activate change, established direction, develop people, energize and support change, sales manager must demonstrate command characteristics since it can scarcely be performed through expert. The sales manager being the leader of sales team must develop and articulate eye-sight of the sales and marketing function, he must communicate the eyesight obviously to the sales team. Sales leadership should not be authoritative kind of competence, rather it ought to be important kind of experience where the leader motivates and inspires the members to commit them towards goal achievement (Mabey & Ramirez 2004, p. 12).

Management and control skills

The success of an business is highly dependant on the management at any level or function of the organization, it is therefore important that appropriate authority characteristics like trustworthiness, self-confidence and courage are nurtured and developed. I've attributes that are critical in command and these traits enables me to interact with sales force in utilizing the established eyesight with ease. These include sense of objective, confidence, being charismatic, decisiveness, creative problem fixing that promotes positive working environment and better good care, and also the capacity and capacity to effect members to work together in order to accomplish common goals (Pergamon 2007, p. 127). Having these attributes opens door for me personally to enhance clearness in the set up vision and enables the manager to show relevant skills in management and leadership. One of the skills i possess that would enable those to play the role effectively is available and effective communication skills, this will help in encouraging dialogue with sales force and understanding them while allowing them to think to check out solutions to the existing challenges.

To manage sales effectively, the leader requires an 'I am here to assist' kind of attitude in a way that any proposal passed on to the sales force, they believe that it is because of their own benefits in adition to that of the business. This is referred to as servant leadership where by the leaders preserves a reactive, humble to his enthusiasts' needs, and show curiosity with their ideas and ideas. In my position, I uphold a servant type of leadership and this will be central in allowing me to handle my associates well and assist them in whichever way possible. Average sales professionals issue requests but servant market leaders apply careful and prepared dialogue with sales force; this will allow me to elicit a cooperative and positive response from the sales team. It is not hard to get opinions when the administrator communicates on their terms instead of dictating to them the desired way of working. "The most important sales management skills are communication and tuning in skills, human relations skills, business and time management skills, industry, company, product, and general business knowledge, instruction, motivating, and command skills, and honest and moral tendencies" (Ingram et al 2008, p. 15). As a sales manager I would apply servant management to enhance sales force commitment, servant control takes time to listen, adjusts communication style over the wide selection of personalities.

I own an unwavering courage that permits me to use courage in probabilities, this is very important in sales and management of sales force, definiteness of decisions is also type in sales management, it enables the manager to recognize goals and execute them on the facial skin of setbacks and obstructions(Day 2001, p. 582). Effective planning also places me in advance by allowing me to meet deadlines and take appropriate action blueprints, this also permits me to prioritize responsibilities and demonstrate delegation skills. I have strong organizational skills, confidence and the capability to discuss regulatory and administrative techniques, which is essential in sales management; they assist in managing the sales team and implementing the various action plans in an prepared manner and with clearness of jobs and purpose.

Another important skill in sales management is teamwork, an efficient sales supervisor must encourage teamwork to enable the business achieve its income targets with ease; teamwork also enables the team members to talk about knowledge and skills. The team requires a leader who can demonstrate self-assurance and facilitate the various sales and marketing activities. These skills will permit me to arrange and take care of the sales team effectively, sometimes sales and marketing is challenging especially where the company is venturing into new market segments or the marketing function is establishing new market sections, such movements may concern the sales force attempts to meet their sales goals. I have got strong inspiration and inspiration that would help in making certain the sales force is prompted to exceed challenges and road blocks (Mabey & Ramirez 2004, p. 219). Besides planning, budgeting and organizing, I am going to also inspire and encourage the sales force, for instance, I'll establish a worthwhile system where those who meet their focuses on can be compensated. My experience with Al Arsh medical in Baghdad has prepared me with skills in budgeting, planning and managing which will be vital in my new position as a sales director.

As a leader, I will retain the services of the best individuals for sales force; teach those being successful strategies by creating an environment for alternatives while taking a long range look in the sales performance. This would require me to show collective intelligence, tugging the team players alongside one another and tactical sales planning effectively, I must also pay attention and develop trust in the users. To earn sales force commitment, I am going to articulate set of values satisfactory for the team and the business and encourage the team to embody those values in their sales and organizational do (Day 2001, p. 582). Ambitious confrontation of resistance will help to ensure that the sales force is united, Ideas, worth and energy enables the manager to have a sense of need, develop a eye-sight that inspires the sales force and take up a tactical plan. In addition they enhance teamwork and establish goals that are realistic. As being a sales manager, I'll make tough cell phone calls and make challenging decisions, act as a role model and a new player coach giving path and monitoring their implementation of goals, I am going to demonstrate strong control and control of specialist.

Improving various regions of leadership

A successful manager and head must have the ability to identify obstacles that come up in span of leadership, how the manager or the first choice deals with the various challenges influences the effectiveness of leadership and management. Such problems occur from the market leaders' romance with the team members or from the leaders' ineffectiveness in leading the team. Fro occasion, it is not easy to supervise friends due to discomforts that occur and the privileges that they might expect from the first choice or the manager. It is also challenging to supervise co-workers who are more capable than the administrator; this particularly occurs when a supervisor joins a fresh company and is also likely to supervise people who have more experience employed in the business than the supervisor (Huber 2006, p. 143). It is critical to learn to handle employees fairly and keep maintaining professionalism in the human relationships that are proven. Such challenges influence the capacity to make decisions effectively, boost wide open and effective communication and could even affect the leader's capacity to enable the members. Authority competencies and effectiveness of management are highly inspired by aspects like intelligence, communication, decision making and empowerment, hence, it is very important that the first choice or the manager devises other ways of improving his or her capacity and skills to mange the people.

Improving my communication in management and management

Communication plays a crucial role in management and command, it starts an chance to advice the customers, inspire them, get feedback, discuss and understand one another from the idea of individual's needs. Effective communication can be improved through regular conferences, for instance, I would organize for regular meeting with the sales team to evaluate their regular performance. This might give me the chance to take a look at and identify the associates' view on the set focuses on and the issues they may be facing in their execution of the set up goals (Harkins 1999, p. 124). I have to relay the ideas and concerns of the associates, and offer them with responses, this creates a market-wide perspective and provides enthusiasm, positive and anticipatory atmosphere that is important in starting new projects.

The most important factor to consider when enhancing communication within an organization is the technique applied and tools used to help the management's supervisory activities also to communicate updates and plans targeted at handling operational problems. In the present day times, nearly all companies have followed digital infrastructure to improve efficiency in organizational communication. The most frequent style of this style is the introduction of intranets for communication. An intranet refers to a computer-based set of connections in an exclusive venture that uses security mechanisms such as Internet Protocol to prevent gain access to by unauthorized individuals beyond your organization's network. I'd present the intranet to enhance information security and to promote efficiency in the flow of sales and marketing information across the hierarchical structure in the organization. The intranet would also simplify the procedures of the business and the circulation of communication to employees around the business. That is since software of the hierarchical composition in organizational communication complicates and precipitates costs in time and other resources in the procedures of the business. Automation of the communication mechanisms in the organization would enable the management to monitor sales fads effectively and conveniently, and identify and rectify organizational troubles in time. My collection would involve playing a essential role in enhancing communication within the sales and marketing function of the business (Harkins 1999, p. 128). To increase the communication, I would also enhance objectivity in every concept conveyed to customers, when interacting through mails, I weighed weigh my feelings so the tone used in the subject matter is genuine, positive and dependable. A innovator should avoid being emotional in order to ensure that rational mind is employed in strategizing the best method of the existing issues, this might help me in conserving trust through communication. I would also encourage associates to ask questions widely without fearing ridicule.

Improving my decision making in authority and management

Decision making is a critical skill running a business and specifically in leadership, decision making skill is often integrated problem resolving skills, the two skills are especially critical in leadership and management decisions. Other ways, operations and techniques should be utilized to improve leaders' decision-making and their quality. Success in decision-making requires some personalities like decisiveness to make quality assessments, they also need to be creative in order to identify and develop options and brainstorming techniques (Huber 2006, p. 172). To make sure that I make effective decisions in my position, would conduct research of the political economic, interpersonal and scientific environment as well as the analysis of the talents, weaknesses and the hazards and opportunities of the function or the business.

In the framework of Abbott, I'd conduct SWOT examination and PEST research to help identify issues and the opportunities and strengths that could enable effective handling of the challenges; this might give me the chance to make effective decision concerning the appropriate course of action. SWOT evaluation would also help in examining the suitability and the probable of the market. The other important step in improving decision-making is always to enhance creative development, identification of options, firmness of decisions, clarity of judgment made and effective execution in the sales and marketing function. Workshops are also important specifically in enhancing a group decision-making; this helps in arriving at consensus and arriving at appropriate operations and making use of the relevant tools. I would also engage in negotiation concerning the decision on the line, with other managers or leaders, this helps in interacting and checking out new and exiting ideas (Huber 2006, p. 172).

Improving my cleverness in authority and management

Emotional intelligence is critical in leadership; it enables market leaders to meet the issues of leading their participants particularly in hypersensitive functions like sales and marketing, which are cornerstones in organizations. Emotional intelligence refers to the capacity, capacity and self-perceived capability to examine, identify, mange one's thoughts and the ones of others. It offers a innovator competitive advantage, with the evolved sense of independence and democracy at work environment, market leaders are challenged to lead and take care of empowered workforce (Pergamon 2007, p. 60). This requires me to go beyond co-operative, consultative and democratic management styles to be able to meet the growing opportunities, difficulties and glory, team spirit and other requirements.

To examine one's emotional intelligence, I'd use self-report questionnaires; this explores self-awareness and may be combined with other strategies like 360 opinions functions and experiential exercises. Combining self-report questionnaire with the 360 whereby the email address details are processed by an independent entity enables the leader to get results that are definitely more candid. To improve emotional intelligence, I would concentrate on self-awareness, self-management, social-awareness and romance skills, one can identify personal anecdotes that may be reflected after (Pergamon 2007, p. 61). After being aware of oneself, the first choice can impact others and can simply manage interpersonal relationships without issues or reaches least well placed to manage issues, facilitate cooperation and teamwork, and develop skills and knowledge befitting the leadership functions. Undertaking reflective evaluation would help in identifying areas that require further development, imaging of alternatives on regular basis contribute substantially to the improvement of emotional intelligence. Within the context of Abbott, I'd look at my reactions, my reactions to the sales team, to the performance of sales and fill a questionnaire that is well set up to cover the various levels of emotional brains including self-awareness, self-management, social-awareness and romantic relationship skills (Pergamon 2007, p. 62). I know that I have a weak psychological intelligence and I'd look forward to develop it further. I would also take experiential exercises in addition to the self-report questionnaire; this would be appropriately analyzed by way of a colleague just like a line director within the company to make the results more honest and helpful to me. Management of sales is very challenging and the first choice is often pressured whenever the sales targets are unmet, as a sales administrator I would work towards demonstrating emotional intellect in order to improve effective management.


Leadership and management are closely linked however the two concepts change in terms of emphasis and objectives, say for example a sales administrator will concentrate on administration of sales, systems and constructions necessary for effective sales management, while a sales administrator who demonstrates management would focus on innovative ways of handling and increasing sales. As previously mentioned, managers concentrate much on jobs while leaders concentrate on people, managers are usually more task oriented while market leaders are mainly people oriented, from Blake's grid, the effective management and command must expect a central position in duties and folks orientation. Effective managers must learn command skills and market leaders must learn management skills in order to blend their ideas, principles and energy with the correct skills in the accomplishment of organizational goals and targets. Leaders in organizational management and management can use various varieties of authority including autocratic, democratic, transactional, transformational, and servant authority styles (Mabey & Ramirez 2004, p. 20). In general management of sales, servant command is more appealing as it allows the administrator or the first choice to effect the sales team easier. The market leaders must however demonstrate capabilities and skills that allow them to blend well with organizational goals.


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