Work

New Directions in Sales Leadership Research

Year: 2005

Type: article

Abstract: The changing environment facing sales organizations is characterized by the dimensions of complexity, collaboration, and accountability. Responding effectively to this dynamic environment requires a focus on specific leadership activities by senior sales leaders, field sales managers, and salespeople. A sales leadership framework is presented and used to identify and discuss specific leadership challenges and important research questions at different sales organization levels. Several new directions for sales leadership research are proposed to improve sales leadership thought and practice.

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.2005.10749055

Authors: Thomas N. Ingram, Raymond W. LaForge, William B. Locander, Scott B. MacKenzie, Philip M. Podsakoff

Language: English

Topic: Leadership and Management in Organizations

Subfield: Strategy and Management

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: hybrid

OpenAlex ID: W2278413784

FWCI:

Cites: 59

Cited by: 122

Related to: 10