In this study, data was collected from two different sources: (a) district managers;
and (b) sales representatives. Collecting data from multiple levels within an organization
allowed the researcher to identify key skills, behaviors, and practices for individual
groups as well as identify themes among all participants. The findings and methods of
identifying key elements of an effective sales leadership development program (LDP)
may be of value to current leadership research and organizations that are designing and
implementing LDPs.
method to explore what skills, behaviors, and practices are critical for a specific global
pharmaceutical company to develop an effective sales leadership development program.