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.     

AN ANALYSIS OF THE EFFECTS OF MULTIPLE SETTING EVENTS ON THE SOCIAL BEHAVIOR OF PRESCHOOL CHILDREN WITH SPECIAL NEEDS

We examined the effects of four combinations of setting events on the social interactions of 7 preschool children with social delays. In Study 1, the status of the teacher, activity materials, and peer varied across conditions. In Study 2, the status of the teacher and materials varied across conditions. Within the combinations of setting events, we also examined teacher behavior. Teacher presence and absence was varied in both studies. The type and rate of teacher prompting were varied in Study 2. The four combinations of setting events produced different rates of social behavior by the children with social delays. The optimal combination of setting events for promoting peer interaction and reducing teacher—child interaction included teacher absence from the activity, a limited number and form of materials, and children paired with a socially skilled partner.     

FADING TEACHER PROMPTS PROM PEER-INITIATION INTERVENTIONS FOR YOUNG CHILDREN WITH DISABILITIES

This study examined a system for fading teacher prompts to children who served as peers in peer-initiation interventions for young children with disabilities. A teacher taught peers to direct social initiations to children with disabilities, provided verbal prompts for those initiations, and introduced a system that provided peers with visual feedback about the social interactions of the children with disabilities. She then systematically withdrew the verbal prompts to peers, and subsequently faded the visual feedback system. Peer initiations increased when the intervention began and resulted in increases in social interaction for the children with disabilities. As the teacher systematically faded the prompts and visual feedback to the peers, social interaction continued at the levels found during intervention and was maintained during a short maintenance period.     

The relationship between personal authority in the family system and discovery of meaning in life

This study investigated the relationship between intergenerational family relationships and Frankl's concept of meaning in life. Intergenerational family relationships were measured by the Personal Authority in the Family System Questionnaire (PAFS-QE) by Bray, Williamson, and Malone. The meaning in life variables were measured by the Life Attitude Profile-Revised (LAP-R) by Reker. This quantitative study, using the BMDP Statistical Package (Dixon, 1990), correlated the scores on various subscales from both instruments, resulting in seven statistically significant relationships. The findings, although modest, suggest the existence of a relationship between these two theoretical areas.This article is based in part on the first author's doctoral dissertation at Texas Woman's University.A copy of the PAFS-Q may be obtained from: James H. Bray, PhD, 5510 Greenbriar, Houston, TX 77005. A copy of the LAP-R may be obtained from: Gary Reker, PhD, Trent University, Psychology Department, Peterborough, Ontario Canada K9J 7B8.     

Independence of uniphasic and biphasic audiogenic seizure progressions in mice

DBA/2J mice were monaurally or binaurally tested for susceptibility to sound-induced seizure. Two seconds following the beginning of running, one group of binaurally tested mice had acoustic stimulation interrupted for 15 s. These mice later seized when the stimulation was readministered. Their seizure progression closely resembled the behavior exhibited by noninterrupted binaurally stimulated mice and did not shift to the biphasic motor pattern of monaurally stimulated subjects. We conclude that the single burst of running of a binaurally tested mouse is qualitatively different from either of the two bursts of running exhibited by monaurally tested mice.     

EFFECTS OF WAIT-TIME AND INTERTRIAL INTERVAL DURATIONS ON LEARNING BY CHILDREN WITH MULTIPLE HANDICAPS

We investigated the influence of teacher wait-time and intertrial interval durations on the performance of 4 multiply handicapped students during instruction in 10 skills. Four experimental conditions were evaluated: long wait-time and long intertrial interval, long wait-time and short intertrial interval, short wait-time and long intertrial interval, and short wait-time and short intertrial interval. Instructors attempted to keep short intervals as close as possible to 1 s and long intervals as close as possible to 10 s for both variables. Results showed that student performance was superior under the long wait-time conditions irrespective of the length of the intertrial interval.