An ecosystems analysis of how sales managers develop salespeople
An ecosystems analysis of how sales managers develop salespeople
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关于销售经理如何培养销售人员的生态系统分析
DOI：
10.1108/jbim-01-2020-0037
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发表时间：
2021
影响因子：
3.1
通讯作者：
Lenita M. Davis
中科院分区：
文献类型：
--
作者：
Karen M. Peesker;L. Ryals;Gregory A. Rich;Lenita M. Davis
目的
本研究的目的是识别和解释销售经理的领导行为如何在销售生态系统中的人际联系和互动的背景下促进销售人员的发展。
设计/方法/方法
作者通过对36名销售专业人士的深度访谈，收集并分析了定性数据。超过47个 小时的采访被转录并通过Nvivo进行分析。使用Miles和Huberman(1994)的编码系统，这些陈述被标记为特定的领导行为。
发现
这项研究确定了指导、客户参与、协作和支持是与销售生态系统相关的四种关键领导行为。具体地说，指导和客户参与增强了销售人员的个人微系统；合作和支持增强了相应的中间系统。对采访声明的分析进一步表明，信任、自信、乐观和韧性是销售生态系统中与这些领导者行为共存的四个关系要素。
实际含义
这项研究为销售组织提供了一个结构，通过有针对性的干预和对销售人员管理人员的培训来加强他们的销售生态系统。过去的研究发现，销售组织经常忽视这种类型的管理培训。
原创性/价值
这是第一次通过Bronfenbrenner(1979)的生态系统理论来考察销售领导力的研究。此外，定性方法在销售研究中相对独特，它提供了丰富的数据，对于探索事情是如何发生的以及为什么发生特别有用。
Purpose
The purpose of this study is to identify and explain how leadership behaviors of sales managers can enhance the development of salespeople within the context of those interpersonal connections and interactions that is the sales ecosystem.
Design/methodology/approach
The authors collected and analyzed qualitative data from in-depth interviews with a sample of 36 sales professionals. Over 47 hours of interviews were transcribed and analyzed via NVivo. The statements were labeled as particular leader behaviors using the Miles and Huberman (1994) coding system.
Findings
The study identifies coaching, customer engaging, collaborating and championing as the four key leader behaviors that are relevant to the sales ecosystem. Specifically, coaching and customer engaging enhance the individual microsystems of salespeople; and collaborating and championing enhance the corresponding mesosystems. Analysis of the interview statements further revealed that trust, confidence, optimism and resilience are four relational elements that tend to coexist with these leader behaviors in the sales ecosystem.
Practical implications
This study provides a structure for sales organizations to strengthen their sales ecosystem through targeted interventions and training for those that manage salespeople. Past research finds that sales organizations too often neglect this type of managerial training.
Originality/value
This is the first study to examine sales leadership through the lens of Bronfenbrenner’s (1979) ecological systems theory. Further, the qualitative methodology, which is relatively unique in sales research, provides rich data that is particularly useful for exploring how and why things have happened.