THE CHANGING NATURE OF SALES LEADERSHIP IN THE INFORMATION AGE: TRANSACTIONAL OR TRANSFORMATIONAL - WHICH TO RELY ON?

Abstract

The new economy, by the courtesy of the information age, requires knowledge-based organizations and in turn new leaders to quickly respond to changes in resources, technologies, marketing and distribution systems. By the same token, the notion of leadership has shifted from a parochial point of view towards a more humanistic and vivid multi-dimensional angle of vision. In this context, transactional and transformational leadership styles in right combination are the source of guidance through the dynamic leadership journey and drawing upon the triple entente of rational, emotional and spiritual intelligence as well will benefit mutual parties - both at individual and organizational level, in terms of effective leadership processes and increased performance outcomes.