Relationship-building and sales success: are climate and leadership key?

Deskripsi

This research brief examines the organizational and leadership factors that influence sales success, moving beyond the traditional focus on individual salesperson traits. Drawing on a study by Martin and Bush (2006), the article highlights the critical role of psychological climate (e.g., support, autonomy, cohesiveness) and transformational leadership in fostering empowerment among sales teams. Findings reveal that sales managers who adopt a transformational leadership style and cultivate a positive work environment significantly enhance customer-oriented selling behaviors, leading to improved sales performance. The study underscores the importance of organizational support in enabling sales managers to empower their teams, ultimately driving stronger relationship-building with customers. The implications suggest that companies should prioritize leadership development and a supportive climate to maximize sales success, rather than relying solely on individual sales training...Printed Journal