Testing the Relationship between Sales Teams' Core Competencies and Dynamics, and Teams' Productivity

Nermine M. Atteya

Article Details

Testing the Relationship between Sales Teams' Core Competencies and Dynamics, and Teams' Productivity

Authors:

Nermine M. Atteya

Publisher:

Kuwait University

Journal:

Arab Journal of Administrative Sciences Vol.19 Issue 2, pp.291-323

Document Type:

Article

Publication Date:

1/2012

Document Language:

English

Document ID (Org No.):

2001943615

pISSN:

2957-3521

Keywords:

Abstract:

 The use of sales teams is a method that has become increasingly demanding (Dixon, Gassenheimer, and Feldman, 2003) with world class selling competencies (Lambert et al., 2009) and performing like "mini-CEO". This research suggests a conceptual framework that incorporates sales professionals core competencies and dynamics, and team productivity. The article then reports an empirical examination of the framework in the Internet industry in Egypt. The relationship between sales professionals' core competencies and dynamics and sales team's productivity is examined. The study proves that sales core competencies (i.e. aligning customer/supplier strategic objectives, listening beyond the product needs, understanding the financial impact of decisions on both the customer's organization and the service provider, orchestrating organizational resources, consultative problem solving to create new ideas, establishing a vision of a committed customer/supplier relationship, engaging in self appraisal and continuous learning) and dynamics (i.e., team leadership, team communication, teamwork and team relations) are significantly related to sales teams productivity in terms of quality of work, creative ideas, being industrious and working at good pace, meeting targets and deadlines, focusing on high priority projects, planning and organizing work effectively, and others. Finally, the study concludes with discussion of results, recommendations, implications for managers, and suggestions for future research.

Article Details

Testing the Relationship between Sales Teams' Core Competencies and Dynamics, and Teams' Productivity

Authors:

Nermine M. Atteya

Publisher:

Kuwait University

Journal:

Arab Journal of Administrative Sciences Vol.19 Issue 2, pp.291-323

Document Type:

Article

Publication Date:

1/2012

Document Language:

English

Document ID (Org No.):

2001943615

pISSN:

2957-3521

Salesmen Competencies

Sales Teams

Team Productivity

Sales Team Dynamics

Team Communication

Team Leadership

Issues

Article Details

Testing the Relationship between Sales Teams' Core Competencies and Dynamics, and Teams' Productivity

Authors: Nermine M. Atteya

Publisher: Kuwait University

Journal: Arab Journal of Administrative Sciences Vol.19 Issue 2, pp.291-323

Document Type: Article

Publication Date: 1/2012

Document Language: English

Document ID (Org No.): 2001943615

pISSN: 2957-3521

Salesmen Competencies

Sales Teams

Team Productivity

Sales Team Dynamics

Team Communication

Team Leadership

Issues

Authors:

Nermine M. Atteya

Publisher:

Kuwait University

Journal:

Arab Journal of Administrative Sciences Vol.19 Issue 2, pp.291-323

Document Type:

Article

Publication Date:

1/2012

Document Language:

English

Document ID (Org No.):

2001943615

pISSN:

2957-3521