Leadership and team-building in technical B2B sales and marketing
Vuorela, Henri (2021)
2021
All rights reserved. This publication is copyrighted. You may download, display and print it for Your own personal use. Commercial use is prohibited.
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-202103113182
https://urn.fi/URN:NBN:fi:amk-202103113182
Tiivistelmä
The purpose of this study was to gather information on leadership and team-building techniques in technical sales. This study is small scale research conducted for a company with technical sales teams.
The research focuses on topics around leadership, the technical sales team, and team building. The objective of this research was to build an efficient and flexible technical sales team and develop leadership techniques for the technical sales team.
The research used action research as the methodology and qualitative research as the primary data collection method. The data were collected through an anonymous questionnaire, observation, and semi-structured interviews from 11 team members. The data collected in the research was confidential in nature, and for that reason, it was not published in this research. This includes interviews and observations.
This research included two objectives. The first one was to build an efficient and flexible technical sales team. There was remarkable development forward in this regard, and some changes were made to the teams and roles, and various techniques developed in this research were used to increase the teams' efficiency and flexibility.
As the second objective, team-building techniques were developed for a technical sales team. These five techniques were; investigate, communicate, define roles, set goals, and develop. Under these techniques, all the elements that rose during the research process were assembled.
As a conclusion of this research, it is claimed that significant benefits can be achieved by combining the five techniques developed in this research with the Tuckman’s (1965) forming stages found in the theoretical framework.
Recommendations for further research could include testing these team-building techniques with different technical sales organisations in a new team and create more detailed definitions of techniques.
The research focuses on topics around leadership, the technical sales team, and team building. The objective of this research was to build an efficient and flexible technical sales team and develop leadership techniques for the technical sales team.
The research used action research as the methodology and qualitative research as the primary data collection method. The data were collected through an anonymous questionnaire, observation, and semi-structured interviews from 11 team members. The data collected in the research was confidential in nature, and for that reason, it was not published in this research. This includes interviews and observations.
This research included two objectives. The first one was to build an efficient and flexible technical sales team. There was remarkable development forward in this regard, and some changes were made to the teams and roles, and various techniques developed in this research were used to increase the teams' efficiency and flexibility.
As the second objective, team-building techniques were developed for a technical sales team. These five techniques were; investigate, communicate, define roles, set goals, and develop. Under these techniques, all the elements that rose during the research process were assembled.
As a conclusion of this research, it is claimed that significant benefits can be achieved by combining the five techniques developed in this research with the Tuckman’s (1965) forming stages found in the theoretical framework.
Recommendations for further research could include testing these team-building techniques with different technical sales organisations in a new team and create more detailed definitions of techniques.