Open Access. Powered by Scholars. Published by Universities.®
Articles 1 - 1 of 1
Full-Text Articles in Business
Engagement Strategies For Catalyzing It Sales Team Performance In Asia, Jeb Stephen Hurley
Engagement Strategies For Catalyzing It Sales Team Performance In Asia, Jeb Stephen Hurley
Walden Dissertations and Doctoral Studies
Sales leaders who can foster sales team engagement drive an organization's sales performance. Some information technology sales leaders lack team engagement strategies that support revenue results above market growth rates. The purpose of this qualitative, single-case study was to explore the team engagement strategies of 6 sales leaders, in various offices in the Asia-Pacific region of a single, public information technology company, who demonstrated the ability to support year-on-year revenue results above market growth rates. Participants demonstrated the ability to foster team engagement and consistently deliver year-on-year revenue results above market growth rates. The conceptual framework for this study was …