A qualitative study of leader behaviors perceived to enable salesperson performance

Abstract

This study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working in a global enterprise software company were examined through a qualitative analysis. Results indicated that participants believed sales leadership played an important role in influencing sales performance. When asked to describe specific sales leader behaviors that best enable salesperson performance, sales professionals – both sales leaders and salespeople – overwhelmingly referenced coaching, followed by collaborating, championing, and customer engaging. We define and describe these four key sales leader behaviors and identify four potential mediating variables (trust, confidence, optimism, and resilience), from which emerges a conceptual framework of sales leader behaviors perceived to enable salesperson performance. We examine these four key sales leader behaviors and mediators in the broader context of leadership theory, particularly transformational, servant, authentic, and adaptive leadership theories. The key contribution of this study is the identification of a set of leader behaviors that are likely to be especially effective in modern sales organizations given that they originated from the perceptions of sales professionals themselves.     

A COMPARISON OF PEER-DIRECTED AND TEACHER-DIRECTED EMPLOYMENT INTERVIEW TRAINING FOR MENTALLY RETARDED ADULTS

Interview skills deficits may limit employment prospects of mentally retarded adults. Although numerous papers highlight the importance of interview skills, few have validated effective strategies for use with mentally retarded persons. Further, there has been a lack of research contrasting rival interview skills training strategies. The present study was conducted with two mentally retarded young adults. It contrasted peer-directed instruction, in which both participants were equally deficient in the target skills, with teacher-directed instruction. Results of the investigation indicated that instruction, rehearsal, and feedback may be effective strategies regardless of who provides instruction. Comparisons of teacher-directed and peer-directed instruction indicated little or no difference in the effectiveness of the two procedures. However, the peer-directed procedure involved considerably less staff time than did the teacher-directed procedure.     

Stories and tales in logotherapy with Urban-Appalachian families

In this article the authors describe and illustrate the use of stories and tales for metaphorical communication in family logotherapy with the Urban-Appalachian family. In this logotherapy approach, stories and tales are used to help the Urban-Appalachian family bring repressed meanings and meaning potentials to the conscious level of family awareness.James Lantz, Ph.D, and Karen Harper, Ph.D, are staff members at the Urban-Appalachian psychotherapy project and associate professors at the Ohio State University, Columbus, Ohio.     

A flavor paired with lithium chloride blocks the formation of a pentobarbital-lithium chloride association

Thirsty rats were used in order to determine whether a vinegar solution, which had been paired with an injection of lithium chloride, could block the formation of an association between a pentobarbital- and a lithium chloride-induced state. During phase 1 the rats in the blocking group had a 2.0% vinegar solution paired with an injection of 240 mg/kg of lithium chloride, during phase 2 these rats were reexposed to the vinegar prior to each injection of 20 mg/kg of pentobarbital and 240 mg/kg of lithium chloride, and during phase 3 these rats were given access to a novel 0.75% saccharin solution and were injected with pentobarbital after saccharin removal. Animals with this history did not form an association between the pentobarbital- and lithium chloride-induced states during phase 2 as evidenced by their refusal to consume the saccharin solution over repeated pairings of saccharin with pentobarbital during phase 3. Control groups that received forward pairings of pentobarbital and lithium chloride, in the absence of a previously conditioned vinegar solution during phase 2, formed an association between pentobarbital and lithium chloride. These findings indicate that drug states and flavors can interfere with each others' capacity to predict the occurrence of lithium chloride.     

Creating new memories that are quickly accessed and confidently held

In two experiments involving a total of 542 subjects, a series of slides depicting a burglary was shown. After the initial event, subjects were exposed to one or more narratives about the event that contained some misinformation or neutral information about four critical details. Finally, subjects were tested on their memories of what they saw, and their reaction times and confidence levels were measured. When subjects took a standard test in which the misinformation item was a possible response option, they responded very quickly and confidently when making this incorrect choice. Misled subjects responded as quickly and confidently to these "unreal" memories as they did to their genuine memories. It does not seem, then, that the misinformation effect arises from a large proportion of subjects who must resolve a conflict between two memories when they are tested, a conflict that would be expected to take time. When subjects took a modified test in which the misinformation item was not a possible response, misled subjects were as accurate as were controls, but they responded more slowly, regardless of whether they ultimately chose the right or wrong option. These findings indicate that misinformation does introduce some form of interference not detected by a simple test of accuracy.     

Response

The Psychologisation of the Church: on Jack Dominian's review of J.G. Sullivan's book 'Journey to Freedom: The Path to Self-Esteem for the Priesthood and Religious Life' (May, pp. 258—9).