ABSTRACT
A manager without leadership qualities is a chilly doer, who only pays attention to results. A leader without management skills is a vague dreamer, just another humanitarian. An effective combination then results in ‘do with a purpose and dream’. The sales manager encourages his salesperson by controlling and determining the expected results, targets and tasks and by supporting and motivating. A salesperson of printers to new customers would rather be a ‘shaper’ than his colleague who only sells to existing customers. Sales leaders can also determine almost instantly whether their approach or style works because the results provide feedback. The hard worker with a great practical insight and organisation skills. The organisation grows through personal growth and exceptional results. Attractive, individual rewards without personal risks. A leader without management skills is a vague dreamer, just another humanitarian.
