Failures in Leadership - Running head FAILURES IN...

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Running head: FAILURES IN LEADERSHIP 1 Failures in Leadership Danielle M. Calhoon Indiana Wesleyan University Failures in Leadership Today in Corporate America I feel like most of managers are failing when it comes to being effective leaders. One manager, in particular comes to my mind when I think of ineffective leadership. This was a sales manager that I had when I was working at AT&T as a sales associate. Most of the managers that I had the experience of working with in that department were ineffective, they all only had one concern; making sales goals!
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FAILURES IN LEADERSHIP 2 This leader had legitimate power, he was able to assign projects to employees, monitor work and appraise performance. He would have development sessions with employees where he would evaluate calls, give feedback and make a coaching plan for what the employee needs to work on. Reward power was used to try to motivate sales associates to meet or exceed monthly sales goals. By doing this, employees could get promoted to being a team lead if your supervisor selected you for that job assignment. This was a promotion that many sales associates aspired to achieve because you wouldn’t be required to be on the phones and take back to back incoming calls. Team leads also got a pay raise and were not required to meet sales goals for the time period that they were in that position. They would help the manager with different task and help coach/evaluate sales associates on the team. They would sit with team members and perform side by side evaluations and help the employee along on the call, giving tips along the way on things they could do or say to help close a sale. My manager also used verbal praise by sending “shout out” emails to acknowledge an employee that made a big sale on a call. He would also send emails throughout the day that had the teams individual “e-tally” total of how much they had sold so far. Upper management would often have different sales contests and reward employees
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