The selling leadership style is among the four primary leadership styles, as the Hersey-Blanchard Model explains. This model implies that there is nothing called an ideal leadership style. The leaders have to switch their leadership styles based on what works best for their work and their followers.

The selling leadership style is a high-task and high-relationship leadership style, and it also works under specific conditions and during specific situations. You can see it as a way to bring together a group of skilled people who are unwilling to work or cooperate. It also works when a leader tries to work with inexperienced yet skilled members.

Go through this article and clearly understand how this leadership style can affect your workplace and followers.

What Is Selling Leadership Style?

The selling leadership style is mostly about the leader trying to sell their ideas to a group of followers. This is a high relationship and task-based style that allows the leaders to explain the task to the followers persuasively.

This style is used with a moderate number of followers. The spelling leadership style is best applied when a group of skilled followers is unwilling to cooperate. Since the leaders follow a persuasive yet explanatory method, this leadership style also helps the followers accelerate their performance or build task-specific skills.

What Is The Objective Of Selling Leadership Style?

This leadership style is different from the telling leadership style through the level of explanations. The selling leadership style has two-way communication and is more open. It includes an explanation of why the task is being performed. The leader also listens to the followers’ questions. They answer their queries and carry on the communication.

Telling leadership does not always show the bigger picture behind the minute task the followers are supposed to carry out. But a selling leader explains the reason why a task is being performed.

Click Here To Read Out What Are The Types Of Leadership Styles?

Characteristics Of Selling Leadership Style

Here are some of the characteristics of the selling leadership style –

1. Explains The Reason Behind A Task

Leaders using a selling leadership style explains why a specific task is being performed. They also explain all the other possible questions followers have regarding the execution of a task. These leaders provide specific instructions and explanations regarding questions related to

2. Followers Are Clarified On Decisions Taken

In the telling leadership style, the followers are not concerned about taking part or having explanations regarding a decision being taken. But in the selling leadership style, the leader explains and allows the followers an opportunity to ask why certain decisions are made.

3. Allows Two-Way Communication

Compared to telling leadership under the situational leadership style, the selling style of leadership creates room for two-way communication. The followers can also ask their questions to the leaders, and the leaders answer their queries accordingly.

4. Decision-Making & Role Assignment

In telling leadership style, the decisions are made by the leaders. But the followers have the right to stay informed on the decisions being made. They can also ask for an explanation of the decision made. The leaders also explain the roles the employees are required to follow.

When To Follow Selling leadership Style?

The selling leadership style is ideal under specific situations. Here are some of the those situations when the leaders can incorporate this leadership style.

1. The selling style of leadership is applicable when the following individuals are skilled yet not interested in performing.
2. When the followers demonstrate a moderate abilities, the leaders can take this approach. This can facilitate high performance among the followers.
3. This type of leadership style is also applicable among followers who are confident and enthusiastic but lack the necessary experience.

How To Perform Selling Leadership Style?

So, how does a leader carry out a selling leadership style among their followers? For example – a manager can reach out to a recently recruited employee and explain their task to them. In addition to the explanation of the task, they also create an opportunity for the employee to ask an ample amount of questions and provide them with answers. This type of leadership involves mutual communication between the follower and the leader.

However, the same cannot be done for an old employee who has already spent significant time in the organization performing the same task. It is even worse when the manager tries to explain to them why performing that task is important.

Advantages Of Selling Leadership Style

Here are some of the advantages of this type of leadership –

• The followers have detailed guidance.
• Followers receive recognition and reinforcements from the leaders.
• Two way of communication makes it easier for both leaders and followers.
• Followers have a clear explanation of the task they have to perform.

Disadvantages Of Selling Leadership Style

Some of the disadvantages included in selling leadership are given below –

• This leadership style does not work well with inexperienced followers.
• Followers have the opportunity to ask questions and get answers. But the decisions stills depend upon the leader.
• The leadership style often overlooks long term goals.

Bottom Line

Whenever a leader adopts a specific leadership style within an organization, they need to be aware of the employee’s performance level and the organization’s culture. A selling leadership style can help a leader persuade a follower and push them forward to accomplish the assigned task.

However, it is not possible for the leader to keep following the same leadership style for a long time frame. As time progresses, they must adopt new styles suited for the organization and the employees. So, did you find this article helpful?

Let us know your thoughts on this leadership style. Contact us if any relevant questions remain unanswered in this article.

Read More:

• Traditional Leadership Style
• Relationship Oriented Leadership Style
• What Is Task Oriented Leadership Style?