publication . Thesis . 2016

Exploring leadership behaviours perceived to enable salesperson performance

Boehnke Peesker, Karen;
Open Access English
  • Published: 01 Oct 2016
  • Country: United Kingdom
Abstract
This exploratory study builds on previous sales leadership research by examining, comparing, and contrasting sales leaders’ and sales representatives’ perceptions of what leadership behaviours enable salesperson performance. Semi-structured interviews were conducted with sales teams in a global enterprise software company. Semi-structured interviews were transcribed and statements coded into categories of leadership behaviours. Overall the sales professionals perceived the leadership behaviours of coaching, collaborating, championing, customer engaging, challenging, and creating vision enable salesperson performance. References were also made to candidate recrui...
Subjects
ACM Computing Classification System: ComputerApplications_MISCELLANEOUSComputingMilieux_THECOMPUTINGPROFESSION
free text keywords: Sales performance, Sales leadership, Personal selling, Leadership behaviours, Sales
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