Leadership practices in sales managers associated with the self-efficacy, role clarity, and job satisfaction of individual industrial salespeople

Article Abstract:

Issues discussed concern the leadership methods of sales managers, focusing on the empowerment and job perceptions of industrial field salespeople. Results indicate that five aspects of leadership, inspiring teamwork, challenging tradition, enabling others, setting examples, and rewarding high performance, have effects on role clarity, self-efficacy, and job satisfaction.

Psychological aspects, Analysis, Job satisfaction, Executive ability, Self-efficacy (Psychology), Self efficacy, Role expectation, Role expectations

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Measuring the impact of turnover on sales

Article Abstract:

A model for assessing the impact of sales employee turnover on sales loss is presented. Topics addressed include calculating the financial loss from the time an employee leaves to the time an alternate is trained, and how managers can handle resignations and terminations based on a more accurate picture of the potential for sales loss.

Economic aspects, Finance, Sales management, Employee turnover

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Marginally performing salespeople: a definition

Article Abstract:

A study of the characteristics of marginally performing salespeople complements research concerning the differences between high and low sales performers. Topics addressed include classification of marginally performing employees in formal terms, and how managers can assess patterns in performance over time.

Evaluation, Human resource management, Employee performance appraisals, Performance appraisals, Sales managers

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