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 organisations,
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’t 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 & Mauborgne, 2004).
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' needs for achievement and self-actualization“. Burns (1978) argued that transactional leadership practices lead followers to short-term relationships of exchange with the leader,
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’ recovery at the workplace, which mediated the relationship between leadership style and work-related stress“. Many experiments show the relationship between employee health and productivity. To note, Chen et al (2015) found ‘’ Health-related work productivity loss imposes significant economic burden on employers“.
Leadership style on salesperson productivity is not a new topic of 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’ productivity in a management simulation game (e.g. market share and return on assets). Zacher & Jimmieson (2012), study the relationship between transformational leadership and OCB, (organizational citizenship behaviour). Moreover, Bono and Judge (2003), suggested that ‘followers of transformational leaders view their work as more important and as more self-congruent`.
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 other leaders in the field I know this is a widely conceptualised problem. This doesn’t 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 paper and hold a higher level of perceived value to the reader.
Giles Maltby
References
Bass B & P Steidlmeier, (1999) 'Ethics, Character, and Authentic Transformational Leadership Behavior', The Leadership Quarterly, 10 (2) pp.181-217. Retrieved from the University of Roehampton Library.
Zacher H., & Jimmieson N, (2013), ‘Leader-follower interactions: relations with OCB and sales productivity`. Journal of Managerial Psychology Vol. 28 pp 92-98
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.
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.
Kim, W., & R. Mauborgne, (2004) ‘Blue Ocean Strategy’, Harvard Business Review,82 (10) pp.76-84.
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s discussion one study that I found interesting was the convenience sampling of twelve nurses in a moderate sized healthcare facility in western Canada. This study questioned nurses from differing nursing backgrounds and titles to assess their experiences with patients with delirium. These select nurses were interviewed with open ended questions. The questions that were asked were in regards to their personal experience with these types of diagnosed patients, to see how well they recognized signs and symptoms of delirium, to produce interventions to help aide in patient safety to prevent unwanted harms to the patient. The conclusion of this survey found that the nurses that were being interviewed lacked knowledge and formal education about delirium in older generations. These nurses were also found to have inadequate education regarding delirium in general. The study concluded that nurses can benefit from increased delirium related support (Baker, Taggart, Nivens and Tillman, 2015). In my experience as an ICU nurse, I have seen first hand the effects of ICU psychosis and delirium. These patients need extra reassurance and family interaction if available to help them through these difficult times. To help manage these patientâ€
