Sales organizations are increasing their use of sales teams, but team selling is an under- researched area. In this perspective, the role of sales teams’ leaders deserves special attention. Sales teams have many characteristics in common with sport teams. Hence, sales managers often look to sport for inspirational examples and useful models of teamwork. Based on interviews with 31 coaches of professional sport teams, we developed a conceptual model providing sales managers with some useful lessons on how to positively influence team performance by increasing team members’ motivation.

What can sales managers learn from coaches of professional sport teams?

TROILO, GABRIELE;GUENZI, PAOLO
2010

Abstract

Sales organizations are increasing their use of sales teams, but team selling is an under- researched area. In this perspective, the role of sales teams’ leaders deserves special attention. Sales teams have many characteristics in common with sport teams. Hence, sales managers often look to sport for inspirational examples and useful models of teamwork. Based on interviews with 31 coaches of professional sport teams, we developed a conceptual model providing sales managers with some useful lessons on how to positively influence team performance by increasing team members’ motivation.
2010
9788792569011
What can sales managers learn from coaches of professional sport teams?
Troilo, Gabriele; Guenzi, Paolo
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11565/3731612
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