Relationship management in the sales organization: an examination of leadership style and cultural orientation in sales manager and salesperson dyads

2021 ◽  
Author(s):  
Brent A. Smith
Keyword(s):  
Leadership Style ◽  
Relationship Management ◽  
Cultural Orientation ◽  
Sales Manager ◽  
Sales Organization

Compensation and control sales policies, and sales performance: the field sales manager's points of view

2011 ◽  
Vol 26 (4) ◽  
pp. 273-285 ◽  
Author(s):  
Inés Küster ◽  
Pedro Canales
Keyword(s):  
Individual Performance ◽  
Two Dimensions ◽  
Compensation System ◽  
Working Environment ◽  
Sales Manager ◽  
Sales Managers ◽  
Content Type ◽  
Organization Effectiveness ◽  
Sales Organization ◽  
Points Of View

PurposeThe purpose of this paper is to analyse the relationship among the compensation system (fixed or commission) applied to salespeople, the system by which they are controlled, and the effects of both on individual performance and sales organization effectiveness. Previous research has been extended in a different country/context, and from the field sales manager's points of view.Design/methodology/approachFirst, a cluster analysis was used to obtain a set of groups of salespeople characterized by their main compensation system (salary and/or commission). Also, ANOVA is used to analyze the significance of the differences due to the different compensation system.FindingsThe empirical data reflect the results of research involving 108 field sales managers and show that the compensation system used for the salespeople has significant effects on individual salesperson performance and sales organization effectiveness and is related to the control system used by the company. Companies with a compensation system based on a fixed salary use behavior control more than companies with a compensation system based on commission; salespeople who receive a greater proportion of compensation as a fixed salary give better individual performance than those who are paid by commission; salespeople who receive a greater proportion of their pay as a fixed salary are more effective than those paid largely by commission. Results do not show relevant differences among countries.Research limitations/implicationsAny generalisation of results is limited by the characteristics of this study, in particular by the sample used and the particular situation of the country analysed (Spain). At the same time, and because the study relies on the subjective judgment of sales field managers' perceptions, the measurement of some concepts is subject to various cognitive biases.Practical implicationsCompensation for salespeople is one of the most important issues in saleforce management as it has a significant effect on motivation, which is critical, given the conditions of their working environment.Originality/valueThis paper analyzes the field sales manager's points of view and not that of the salesperson or the sales team. This provides a closer perspective because field sales managers operate between the salesperson and sales manager. This paper presents a framework based on Baldauf et al.'s and Piercy et al.'s previous research, with two main contributions. The first contribution is the proposed direct analysis of the relationships between various antecedents of effectiveness. The second contribution is the consideration of two dimensions of the effectiveness construct: financial efficacy and field sales manager satisfaction.

Impact of Personality on Sales Manager Leadership Style

1997 ◽  
Vol 3 (4) ◽  
pp. 27-53 ◽  
Author(s):  
William D. Spangler ◽  
Alan J. Dubinsky ◽  
Francis J. Yammarino ◽  
Marvin A. Jolson
Keyword(s):  
Leadership Style ◽  
Sales Manager

scholarly journals Post- Crisis Leadership: How Leaders can Embrace Chaos

2020 ◽  
Vol 8 (4) ◽  
pp. 117-119
Author(s):  
Dr. Denean Robinson
Keyword(s):  
Servant Leadership ◽  
Leadership Style ◽  
Customer Relationship Management ◽  
Relationship Management ◽  
Customer Relationship ◽  
Crisis Leadership ◽  
Second Phase ◽  
Success Rates ◽  
Time Data ◽  
Buying Behaviors

Post-crisis leadership is a proactive approach where leaders must survey the internal and external environments to garner the trend of consumers buying behaviors. During this time, data analytics, re-energizing of sales and selecting a leadership style is crucial in beating your industry competitors. By reading this article, it will give leaders a new look on how to create marketing, and employee development strategies in defining their organizations. Strategic and tactical planning are key concepts needed to create internal activities for immediate implementation. Employees and leaders must work together to create a win-win situation for the consumer during these unprecedented times. This article will discuss several main theories. Those theories include: Customer Relationship Management, Four Functions of Management and Servant Leadership. In a post-crisis pandemic, leaders must learn how to plan, organize, lead and control. The planning phase leads managers to develop an overall strategy by selecting goals, allocating resources and determining success rates of the plans to improve the overall strategy of the organization. During the second phase, organizing determines the organizational structure for executing the plans, assigns authorities, defines resource allocations and details how well tasks will be organized. In the third phase, leading will identify those who will head the plan and manage all tasks during implementation. Controlling is the last phase where continuous monitoring occurs surrounding goals completions and interventions. Customer Relationship Management and Servant Leadership focus on strengthening relationships with your customers to determine what are the next steps in satisfying their buying behaviors. Leaders have to help customers get as much value from the product or service as they can. Organizations have to develop a meaningful partnership so the customer can generate revenue. Finally, leaders have to be proactive, develop long-term relationship bonding, demonstrate product/service value, and generate revenue.

scholarly journals Predicting Sales Manager Control: A Comparison Of Control-System And Leadership Approaches

2011 ◽  
Vol 12 (4) ◽  
pp. 100 ◽  
Author(s):  
Susan K. DelVecchio
Keyword(s):  
Control System ◽  
System Approach ◽  
Sales Manager ◽  
Working Relationship ◽  
Sales Managers ◽  
Perceived Effort ◽  
Sales Organization ◽  
Leadership Approaches

<span>How much latitude should the field sales manager allow his or her subordinates? Two schools of thought have addressed this question. This study tests proposals from these two approaches. The control-system approach contends the field sales managers behavior should be consistent with other sales organization controls. The findings here do not support these contentions but do provide some support the leadership approach. The sales managers in this study varied their control behaviors depending upon the quality of their working relationship with their subordinate or upon the perceived effort levels of the salesperson.</span>

scholarly journals LEADERSHIP AND ISLAM WASATHIYAH PERSPECTIVE OF THE QUR'AN, HADITHS AND 'ULAMA

2022 ◽  
Vol 3 (1) ◽  
Author(s):  
Sumarto Sumarto ◽  
Ahamad Faosiy Ogunbado
Keyword(s):  
Emotional Intelligence ◽  
Leadership Style ◽  
Relationship Management ◽  
Spiritual Intelligence ◽  
Self Management ◽  
Middle Point ◽  
The Right ◽  
And Behavior ◽  
Competency Domains ◽  
Attitudes And Behavior

This paper discusses Leadership and Islam Wasathiyah Perspective of The Qur'an, Hadith and 'Ulama. The leadership displayed by a leader is an implication of his ability to manage his emotional intelligence and spiritual intelligence. Goleman in Abd. Kadim Masaong said that optimizing the management of emotional intelligence will produce four competency domains that are very effective in creating a leadership style, namely, the domains of selfawareness, self-management, social awareness and relationship management. Tawassuth is an attitude that is in the middle or between two attitudes, namely not too far to the right (fundamentalist) and too far to the left (liberalist). With this tawassuth attitude, Islam will be easily accepted in all walks of life. The character of tawassuth in Islam is the middle point between the two ends and it is a virtue that has been placed by Allah Subhana wata'ala from the start. The value of tawassuth, which has become a principle in Islam, needs to be applied in all fields so that the religion of Islam and the religious expressions of Muslims become witnesses of measuring the truth for all human attitudes and behavior in general.

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