New Directions in Sales Leadership Research

Volume: 25, Issue: 2, Pages: 137 - 154
Published: Sep 23, 2013
Abstract
The changing environment facing sales organizations is characterized by the dimensions of complexity, collaboration, and accountability. Responding effectively to this dynamic environment requires a focus on specific leadership activities by senior sales leaders, field sales managers, and salespeople. A sales leadership framework is presented and used to identify and discuss specific leadership challenges and important research questions at...
Paper Details
Title
New Directions in Sales Leadership Research
Published Date
Sep 23, 2013
Volume
25
Issue
2
Pages
137 - 154
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