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Team performance and control process in sales organizations

Rajagopal (Department of Marketing, Business Division, Monterrey Institute of Technology and Higher Education, ITESM, Tlalpan, Mexico)
Ananya Rajagopal (Corporate Office, Banco Azteca, Grupo Salinas, Mexico City, Mexico)

Team Performance Management

ISSN: 1352-7592

Article publication date: 7 March 2008

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Abstract

Purpose

The purpose of this paper is to present the managerial perspectives of building, nurturing and evaluating sales teams in Mexico. This study discusses the impact of sales team design in reference to the underlying rationale of management control and team coordination as indicators of performance and sales unit effectiveness.

Design/methodology/approach

The major focus of the study is to discuss the impact of sales team design and task coordination as predictors of effectiveness of sales unit performance. A sample of 258 respondents has been covered under the study, categorizing them in equal proportion into three broad areas,: type of sales team, type of product market, and type of sales operations. Four industrial streams in sales were covered while selecting the sample respondents: consumer goods, consumer durables, industrial products, and consumer services.

Findings

The study reveals the balance between team designing and team coordination in performing sales. Work environment is largely governed by team coordination effects for the salespeople. Sales team‐building process has a substantial effect on sales organization effectiveness both directly and indirectly through its relationship with salespeople's behavioral performance.

Practical implications

The results of this study reveal that team performance largely depends on the effectiveness of team coordination, leadership and performance control through behavioral attributes. Sales managers may implement such controls effectively by establishing coordination, training, and feedback process rather than imposing command and control policy.

Originality/value

The thesis of the paper is developed around issues of the cross‐cultural variables and team management affecting workplace environment. The paper explores and maps the symbiosis between cognitive drivers of team members and team culture in performing the tasks.

Keywords

Citation

Rajagopal and Rajagopal, A. (2008), "Team performance and control process in sales organizations", Team Performance Management, Vol. 14 No. 1/2, pp. 70-85. https://doi.org/10.1108/13527590810860212

Publisher

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Emerald Group Publishing Limited

Copyright © 2008, Emerald Group Publishing Limited