Path-Goal Theory of Sales Leadership

 Path-Goal Theory of Revenue Leadership Article

п»їPATH-GOAL THEORY OF REVENUE LEADERSHIP

Produced by Robert Home, an Kentkucky State School graduate, four decades ago. The theory says that performance of a innovator is influenced by the interaction and their actions of producing ways to guide, encourage and support all their subordinates to purchase best way to reach their goals and the organisation's desired goals as well. An innovator must:

•Clarify the path (for reaching the goal) so subordinates know which usually way to go. •Remove roadblocks which have been stopping them going generally there.

•Increasing the rewards along the route.

Helping subordinates in this way will increase their identified level of fulfillment and motivation. LEAST FAVORED CO-WORKER THEORY AND SALES LEADERSHIP

In mid 1950's, Fred Fielder introduced a leadership styles in which a innovator can be seen since either activity motivated or relationship determined. A Task determined leader is one that targets reaching a goal, whereas a relationship motivated leader concentrates on developing close personal associations. The Least Favored Co-Worker (LPC) scale is used to gauge the intensity with this leadership design by asking a leader a series of questions that can ask them to imagine all the people who have whom they have ever performed and then explain the person with whom they have worked least well. Commanders who score high on this kind of scale happen to be described as romance oriented, and those who score low within the scale are identified as job oriented. However , this method displays only the individual's emotional reactions to the people they can not work with and It doesn't allow for leadership overall flexibility, TRANSACTIONAL LEADERSHIP

In 1947, Max Weber introduced the concept of transactional style of leadership. It focuses on a number of exchanges that can occur among a leader and follower in order to gain fans support. In other words it's a manner in which, leaders motivates and redirects subordinates by simply appealing to their particular self-interest. The primary goal with the subordinate should be to obey the...


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