Situational Leadership
Strengthen your leadership by adapting your management style to each collaborator's needs — from onboarding new hires to delegating to high performers.
What this program changes for your business
better-qualified opportunities
higher conversion rates
shorter sales cycles
AI-powered practice
Unlimited rehearsal on Skeells, instant feedback, realistic simulations tailored to your cases.
Field anchoring
Integrated managerial coaching, transfer to real customer meetings, progress tracking.
Sustainable practice
3-month Skeells access post-workshop to embed reflexes and measure skill growth.
Not a theoretical training. A rehearsal for real customer meetings.
- Filmed and debriefed role-plays
- AI simulations on your own scenarios
- Real cases brought by participants
- Individual action plans actionable on day one
Context
Your team members have varying levels of competence and engagement. Integrating a new collaborator, supporting a struggling veteran, pushing those who lag behind, or delegating wisely — each requires real expertise. This program helps you assess each person's needs accurately and adapt your leadership style accordingly, strengthening both your charisma and your flexibility as a manager.
Objective
Who is it for?
- Sales managers seeking to strengthen their leadership
- Team leaders managing diverse experience levels
- Newly promoted managers transitioning from individual contributor
- Directors wanting to develop their management flexibility
Program Outline
Understanding leadership vs management
- Distinguishing management from leadership
- Identifying your natural leadership style
- Completing a leadership self-assessment
Diagnosing collaborator profiles
- Evaluating each collaborator's engagement and its two components
- Understanding the two types of competencies to assess
- Diagnosing each team member's profile accurately
Developing flexibility
- Finding the right balance between directiveness and encouragement
- Understanding the managerial needs associated with each profile
- Using each leadership style appropriately
Measuring effectiveness
- Assessing your effectiveness in each management situation
- Mastering the adapted behaviours for each context
- Building a personal development action plan
Training Format
- 2-day workshop (14 hours)
- Blended format: in-person or virtual
- Maximum 10 participants per session
- Management tests, methods, templates and action plans
- Personal leadership profile included
Using AI in this sales skill
Concrete ways salespeople can leverage artificial intelligence to enhance this specific skill.
Team profile mapping
Use AI to map your team members' competence and engagement levels and recommend the right leadership style for each.
"I have 5 team members. [Describe each: tenure, performance level, recent behaviour]. For each person, diagnose their competence-engagement profile and recommend the appropriate leadership style with specific management actions."
Management scenario analysis
Analyse specific management situations and get recommendations on the optimal leadership approach.
"My experienced salesperson (8 years) has been underperforming for 2 months after a reorganisation. They seem disengaged but their skills are strong. What leadership style should I adopt? Suggest a conversation structure and 3 actions."
Conversation preparation
Generate conversation scripts adapted to the leadership style needed for each situation.
"I need to have a directive conversation with a new hire who is enthusiastic but making repeated errors on proposals. Generate a conversation script that is clear and structured but maintains their motivation."
Leadership development plan
Generate a personal development plan to strengthen your weaker leadership styles.
"Based on my self-assessment, I'm naturally strong at delegating and coaching but weak at directive management. Generate a 4-week practice plan with specific situations to seek out, behaviours to try and reflection prompts."
Powered by Skeells
Learning continues with AI-powered practice
Interactive Podcasts
Deepen your understanding of situational leadership through interactive podcast episodes on diagnosing profiles, adapting styles and building management flexibility.
AI Role-Play Practice
Practice adapting your management style with AI-simulated team members presenting different competence and engagement levels.
This program is part of the Qwantiq sales transformation approach — combining expert sales training, managerial coaching and AI-powered learning through the Skeells platform.
Sales Programs
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Management Programs
Sales coaching & leadership
Our Method
Sales enablement approach
Skeells AI Platform
AI-powered sales skills development
White Paper
The Great Comeback of Sales Coaching
To learn more about our vision of modern sales coaching, read our white paper: The Great Comeback of Sales Coaching.
Interested in this program?
Let's discuss how to adapt it to your team's needs.