{"id":14716,"date":"2020-11-24T09:10:03","date_gmt":"2020-11-24T09:10:03","guid":{"rendered":"http:\/\/onlineclassesguru.com\/index.php\/2020\/11\/24\/influence-of-leadership-style-on-salesperson-productivity\/"},"modified":"2020-11-24T09:10:03","modified_gmt":"2020-11-24T09:10:03","slug":"influence-of-leadership-style-on-salesperson-productivity","status":"publish","type":"post","link":"https:\/\/onlineclassesguru.com\/index.php\/2020\/11\/24\/influence-of-leadership-style-on-salesperson-productivity\/","title":{"rendered":"Influence of leadership style on salesperson productivity"},"content":{"rendered":"<style type=\"text\/css\"><\/style><p>Please do a full critical review of this text including title. Feedback on the submission and suggested reputable journals should be given to enhance this work and research,. Harvard Style with in text citations and references. A further 3-4 journals should be given.<\/p>\n<p>Influence of leadership style on salesperson productivity: a study of international artisanal organisations,<\/p>\n<p>Over the last decade or so, working in the commercial luxury interiors market I have been inspired by some truly fantastic leaders, and others with their own and unique way! I have also had the opportunity to lead great salespeople and have found of significance, companies place the emphasis on hiring great salespeople with a proven record of accomplishment, and neglect the importance of great sales leaders. Consequently, you see salespeople moving into organisations and being poorly led, the salesperson doesn\u2019t sell or make money, and generally moves industries. It is an indictment on the professions lack of senior level ability. Moreover, the bigger issue faced is the effect this shift of talent and human capital has on the progression and innovational aspect that should drive potential knowledge and Blue Ocean Frameworks, (Kim &amp; Mauborgne, 2004).<\/p>\n<p>Transformation by definition aims to create change, according to Bass and Steidlmeier (1999) Leaders are authenticallytransformationalwhen they increase awareness of what is right, good, important, and beautiful, when they help to elevate followers&#8217; needs for achievement and self-actualization\u201c. Burns (1978) argued that transactional leadership practices lead followers to short-term relationships of exchange with the leader,<\/p>\n<p>In relation to the dynamic and rapid environment we tend to lead in, we must consider the correlation between work load, employee wellbeing and productivity. In an experiment carried out by Dunkle et al (2015) 212 Slovenian workers were asked about their perceptions of their direct supervisors and their work-related stress and recovery. The results showed that leadership styles have a significant effect on employees\u2019 recovery at the workplace, which mediated the relationship between leadership style and work-related stress\u201c. Many experiments show the relationship between employee health and productivity. To note, Chen et al (2015) found \u2018\u2019 Health-related work productivity loss imposes significant economic burden on employers\u201c.<\/p>\n<p>Leadership style on salesperson productivity is not a new\u00a0<a href=\"https:\/\/homeworkhandlers.com\/topic\/\">topic<\/a>\u00a0of discussion and is well researched to a certain extent. Much of the research in this area looks at the topic from a softer, employee wellbeing perspective. Avolio et al. (1988) showed that transformational leadership predicted students\u2019 productivity in a management simulation game (e.g. market share and return on assets). Zacher &amp; Jimmieson (2012), study the relationship between transformational leadership and OCB, (organizational citizenship behaviour). Moreover, Bono and Judge (2003), suggested that \u2018followers of transformational leaders view their work as more important and as more self-congruent`.<\/p>\n<p>Many of the salespeople I manage are from a design and creative backround and often find that sales targets, models, KPIs and account planning stifle their opportunity to add value to the sales experience as taking money is at the forefront of their mind. From talking to\u00a0<a href=\"https:\/\/homeworkhandlers.com\/other\/\">other<\/a>\u00a0leaders in the field I know this is a widely conceptualised problem. This doesn\u2019t deviate from the fact that we are an organisation that designs and produces product made by Artisans, and even we need to make a margin. From experience in the field, studies into the topic, and to step back to my opening paragraph, the research opportunity lies in drawing a stronger more scientific correlation between deploying the correct leadership style, and organisational performance. Research could also delve into the relative attributes and skills possessed by great salespeople who become great sales leaders, is there a possible formula for director level recruitment we could uncover here? I believe these areas will be able to carry my passion through the\u00a0<a href=\"https:\/\/homeworkhandlers.com\/paper\/\">paper<\/a>\u00a0and hold a higher level of perceived value to the reader.<\/p>\n<p>Giles Maltby<\/p>\n<p>References<\/p>\n<p>Bass B &amp; P Steidlmeier, (1999) &#8216;Ethics, Character, and Authentic Transformational Leadership Behavior&#8217;, The Leadership Quarterly, 10 (2) pp.181-217. Retrieved from the University of Roehampton Library.<\/p>\n<p>Zacher H., &amp; Jimmieson N, (2013), \u2018Leader-follower interactions: relations with OCB and sales productivity`. Journal of Managerial Psychology Vol. 28 pp 92-98<\/p>\n<p>Chen L, Peggy A. Hannon, S Laing, Kohn M, Clark K, Pritchard S, Harris J, MD, Perceived Workplace Health Support Is Associated with Employee Productivity. Productivity (Financial Analysis); Social.PP.1-9. Retrieved from the University of Roehampton Library.<\/p>\n<p>Mcleskey A (2014) Situational, Transformational, and Transactional Leadership and Leadership Development, Journal of Business Studies Quarterly. 5 (4) pp. 117-130. Retrieved from the University of Roehampton Library.<\/p>\n<p>Kim, W., &amp; R. Mauborgne, (2004) \u2018Blue Ocean Strategy\u2019, Harvard Business Review,82 (10) pp.76-84.<\/p>\n<p><center><a href=\"http:\/\/onlineclassesguru.com\/orders\/ordernow\"><img decoding=\"async\" src=\"https:\/\/encrypted-tbn0.gstatic.com\/images?q=tbn:ANd9GcTyj99p60XCLyLk1htB7-1neRt8-2QdnenNlQ&usqp=CAU\"target=\"_http:\/\/onlineclassesguru.com\/orders\/ordernow\"\/><\/center><p>","protected":false},"excerpt":{"rendered":"<p>Please do a full critical review of this text including title. Feedback on the submission and suggested reputable journals should be given to enhance this work and research,. Harvard Style with in text citations and references. A further 3-4 journals should be given. Influence of leadership style on salesperson productivity: a study of international artisanal&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[],"tags":[],"class_list":["post-14716","post","type-post","status-publish","format-standard","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.0 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Influence of leadership style on salesperson productivity - onlineclassesguru<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/onlineclassesguru.com\/index.php\/2020\/11\/24\/influence-of-leadership-style-on-salesperson-productivity\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Influence of leadership style on salesperson productivity - onlineclassesguru\" \/>\n<meta property=\"og:description\" content=\"Please do a full critical review of this text including title. 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