Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas

Abstract

Leadership has long been researched in order to improve organizational results. Leadership training can transform a company's sales manager so that one can leverage his development to achieve organizational goals and generate significant results. Despite this evidence, some commercial companies still do not invest in the development of sales leadership and do not take advantage of the full potential of their managers. The objective of this work was to analyze how leadership can help managers improve their relationship with their sales team to improve performance. As methodological procedures, an applied research was carried out with a qualitative, descriptive approach and based on a case study in a sales consulting company. For data collection, documental research and a semi-structured questionnaire that was sent by the social media WhatsApp were used. For data analysis, the content analysis technique was used. Finally, from the data found, it can be considered that for the training of managers of sales teams in high performance leaders, it is necessary to develop synchronous classes by videoconference, with the use of case studies and debates between the participants.