Resumen de A Critical Study on Impact of Leadership Style of Sales Managers on Performance of Sales Teams

Gaurav Kulat, Devendra Kakwani, Neeta Shah, Kanchan Naidu

• Purpose: Sales department is one of the most important verticals for any organization it has a direct impact on both the top-line and the bottom-line of the organisation. Sales leadership has an important role to play to drive the sales executives to achieve the organisational agenda. Hence, it becomes important to maintain a positive relationship between sales managers and the sales executives.

  so this study is to find out the impact of the leadership style of the sales managers on the performance of the sales team.

    Theoretical Framework: This conceptual framework identifies major components like leadership, sales team & manager. The study focuses on the two major companies of the BFSI industry. The industry has performed well in past few years and the ICICI group of companies has been a major player in the industry.

    Design/Methodology/approach: The conceptual framework has been proposed after identifying the components that are significant & analyses leadership style in two major domains – People Oriented Leaders and Task Oriented Leaders.

    Findings: The components identified for this study & can be considered to have an influence on success.

    Research, Practical and Social implication: The model attempts to achieve     a good fitment of sales managers and sales teams in order to achieve continued good results.

    Originality/Value: This article is a contribution to the industry has performed well in past few years and the ICICI group of companies.