Athlete-centered coaching models in Sales, Case Telia
Holopainen, Aki (2023)
2023
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2023120133362
https://urn.fi/URN:NBN:fi:amk-2023120133362
Tiivistelmä
This thesis aimed to investigate, through a semi-structured thematic survey, what tools can be used to enhance the competence of a Team Manager and integrate a salesperson into their development path. Additionally, the study examined how Team Managers at the Telia telecommunications operator currently perceive their leadership based on the motivation climate and how individuals assess the current leadership situation.
The chosen research method is qualitative research, which aligns to understand participants' subjective experiences. A semi-structured thematic interview was created for the study, considering the respondent's area of work within the target group. The thematic survey was sent to the target group via email and Teams channel, and responses were received from six individuals. The theoretical foundation is based on the theories of the athlete-centered coaching philosophy, self-determination, and motivation climate.
Based on the results, there are broad individual differences, and areas for improvement were found related to time management, a consistent leadership approach, and the extensive job scope. The purpose of this thesis is to help the target organization and target group identify challenges in leadership activities and to standardize the leadership within the target group.
The chosen research method is qualitative research, which aligns to understand participants' subjective experiences. A semi-structured thematic interview was created for the study, considering the respondent's area of work within the target group. The thematic survey was sent to the target group via email and Teams channel, and responses were received from six individuals. The theoretical foundation is based on the theories of the athlete-centered coaching philosophy, self-determination, and motivation climate.
Based on the results, there are broad individual differences, and areas for improvement were found related to time management, a consistent leadership approach, and the extensive job scope. The purpose of this thesis is to help the target organization and target group identify challenges in leadership activities and to standardize the leadership within the target group.