In Hersey's model, what important consideration applies to the "selling" leadership style?

In Hersey's model of leadership, which is part of the Situational Leadership Theory, the "selling" leadership style is characterized by a strong emphasis on both directive and supportive behaviors. This approach is particularly suitable when the team member or delegatee is somewhat competent but lacks the confidence or motivation to perform tasks independently.

The "selling" style involves the leader explaining decisions, providing rationale, and actively engaging with the delegatee to build understanding and confidence. This is why it is crucial for the delegatee to require an explanation, as it helps facilitate their learning process and fosters a supportive environment. The leader’s guidance and encouragement are vital at this stage to help the delegatee fully grasp their tasks and responsibilities, ultimately leading to greater competence and self-assurance in their abilities.

As a result, this method not only aids in task completion but also contributes to the delegatee's development, aligning well with the principles of effective leadership in various situations.