Leadership Behaviors in Sales Organizations

The study examines various leadership behavior types, highlighting task-oriented, relations-oriented, and change-oriented leaders. Task-oriented leaders focus on goals, while relations-oriented leaders prioritize employee satisfaction to enhance productivity. Change-oriented leaders thrive in dynamic industries, fostering innovation. The paper explores whether leadership traits are innate or can be developed, concluding that both aspects play a role. It emphasizes that effective leadership adapts to the situation, particularly for sales leaders who must balance social skills and task orientation based on their relationships with subordinates.