The scientific field of leadership behavior is well researched, but there are no homogen-ous statements about what a leader really defines. With the help of studies, scientists could identify different leadership behavior types and their influence on subordinates. Task-oriented leaders are goal-focused and do never lose track of the target, even if the staff is unsatisfied with the situation. Relations-oriented leaders try everything to create comfortable work circumstances for their subordinates. They belief, that satisfied em-ployees generate a higher productivity. The third major type of leadership behavior is the change-oriented, which is to be found in dynamic industry sectors such as the tech-nological industry. This type of leaders should be open for change and should motivate their employees with new ideas. Another question is, if leaders are born to become lead-ers or if people can develop to become a good leader? However, both assumptions are right. Leaders should have inborn distal traits like a strong personality, but also proximal traits like social skills and a good problem solving ability, which can be developed and learned. Summing up, there exist different leadership behavior styles and leaders should know about the behavior types, because the use of the different types depends on the actual situation. The second part of the work paper tries to analyze the specific traits and skills of sales leaders. The results are that sales leaders have to have strong proximal traits like social and emotional skills. As the targets are already identified, they have to be relations-oriented to win the subordinates working for the mission. The leading type also depends on the given situation. If the leader has a good relationship to his rep-resentatives, he can be more task-oriented to reach a higher level of productivity. But if he has a week relationship to his Reps, he should be more relations-oriented to in their trust. As the short enumeration shows, there exists no right way to lead, rather every situation asks for its own leadership type.
Inhaltsverzeichnis (Table of Contents)
- Executive Summary
- Table of Contents
- List of Abbreviations
- List of Tables
- List of Figures
- Introduction
- Problem Definition
- Objectives
- Methodology
- Theoretical Background
- Definition of Leadership
- Major Types of Leadership Behavior
- Traits and Skills of Leaders
- Singularity of Sales Organizations and their Leaders
- Leadership Behavior and Traits in Sales Organizations
- Connection between Theoretical and Practical Part
- Results & Conclusion
- Bibliography
- Online Sources
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This work aims to analyze leadership behavior in sales organizations. It explores different leadership types and their impact on employee performance, focusing on how these behaviors influence a company’s success. Key themes include:- Different leadership styles and their effectiveness in various contexts
- The role of both innate and developed traits and skills in leadership
- The unique demands of leadership within sales organizations
- The significance of relationship building and emotional intelligence in sales leadership
- The connection between leadership behavior and employee motivation, productivity, and overall team performance
Zusammenfassung der Kapitel (Chapter Summaries)
- Introduction: This chapter provides a broad overview of the importance of soft skills and leadership behavior in the modern workplace. It introduces the complexities of defining leadership behavior and highlights the historical context, citing Machiavelli's "The Prince" as an example.
- Problem Definition: This section outlines the ongoing research into leadership behavior styles, traits, and skills. It specifically addresses the question of whether these qualities are innate or learned.
- Theoretical Background: This chapter dives into the theoretical understanding of leadership, including defining what leadership is and identifying major types of leadership behavior such as task-oriented, relations-oriented, and change-oriented leadership. It also examines key traits and skills often associated with successful leaders.
- Singularity of Sales Organizations and their Leaders: This chapter focuses on the unique characteristics of sales organizations and the specific leadership behaviors required within this context. It emphasizes the importance of building relationships and strong emotional intelligence for successful sales leadership.
- Leadership Behavior and Traits in Sales Organizations: This chapter explores how the theoretical concepts of leadership behavior and skills translate into the practical context of sales organizations. It analyzes the specific leadership traits and behaviors that are most effective in driving sales success.
- Connection between Theoretical and Practical Part: This section connects the theoretical framework of leadership behaviors and skills to the practical realities of sales organizations. It emphasizes how leaders should adapt their approach based on the specific situation and existing relationships within the team.
Schlüsselwörter (Keywords)
This work focuses on leadership behavior within sales organizations, analyzing different leadership styles, traits, and skills that contribute to successful sales performance. It explores the importance of emotional intelligence, relationship building, and adapting leadership strategies based on context and team dynamics.- Quote paper
- Diplom-Kaufmann (FH) Johann Gross (Author), 2013, Leadership Behaviors in Sales Organizations, Munich, GRIN Verlag, https://www.grin.com/document/266628
