Leadership Strategy Sales

“The Effects of leadership inside Cable & Wireless Carrier Business Unit and how the company can grow by improving the leadership skills of their sales staff”

Introduction

Organizations should have strong leadership, compromising, innovative and with a vision to foresee what could occur with the purpose that the leader guide his work units together with a general procedure without delays or defects and also that the demands of the mission, vision and strategy be carried out effectively on a day to day basis. In this manner we present in this work the importance of leadership as one of the principal tools to accomplish the goals of the organization using as reference the strengths and weaknesses of the path-goal theory, as well as the action plan to follow for succeeding as a leader.

As Otterbein & York (2006) pointed out “By creating a transparent and seamless accountability system that is tied to the strategic objectives of the organization, managers are active participants in their own professional development” (p. 55). Therefore, the confidence the leader has in himself and his work team govern the personal and intrapersonal effectiveness of who conforms to the organization, enriches the path to contribute to the mission, vision, and strategy of the company, as in the case of the path-goal theory applied in the business units of Cable & Wireless for the accomplishment of the financial goals established, and income objectives demanded by the CEO and shareholders of the company which translates to an increase in the value of the shares of the company.

This implies that the leaders should possess a level of maturity and scholastic achievement which will allow them to be identified to everyone as a person that must be involved in the organization as part of an essential system for the stability of the company.

Everyone possesses beliefs, values, paradigms, skills and expertness that make possible his individual and professional performance, which adds or subtracts effectiveness, jointly with established personal relations, teamwork, cooperation and communication.

Management must be exercised by persons that develop skills to think and act strategically, with an aim to accomplish the company’s mission. Organizational strategies must be based on the strengths of the organization and the needs identified in an analysis of the context. The company must seek strong leaders that can communicate its vision of the future, its dedication to the objectives of the organization and the desire to find new ways of solving problems.

The Path-Goal Theory Analysis

This theory consists of compromising the leader to assist, support and help his followers in meeting their goals, providing them with a clear direction and the appropriate tools, to assure them in this manner that their goals are compatible with the global objectives of the group or the organization.

On the other hand as Mathieu pointed out, “Based on the framework of instrumentality theory, path-goal theory suggests that the most effective leader behavior in any given instance depends on characteristics of the situation and characteristics of the followers. This is, subordinates' attributes and aspects of the situation moderate the effectiveness of leader behaviors” (p. 179).

The key to this theory is that the efficient leader influences the path between conduct and goals. He does this by defining positions and functions eliminating obstacles through his performance, integrating and promoting the participation of the members of the group as he establishes goals, promoting group cohesions and team effort, incrementing opportunities of personal satisfaction, reducing tensions and external controls, plotting clear expectations and making it all possible to satisfy the expectations of the individuals. One recent scientific study points out that “The theory specified a number of situational moderators of relationships between task-and person-oriented leadership and their effects” (House, 1997, p. 422).

The strengths and weaknesses of this theory

Strengths. As for the strength of the Path-Goal Theory, we can refer to it as being a point of theoretic reference to be able to better understand how various behaviors of command positions affect the satisfaction of subordinates in the work environment, their job performance and their assigned duties within the organization. This theory also attempts to integrate the principles of motivation of the theory of expectation in a command position, as it also provides a practical model which underlines and exemplifies the important ways in which the leader helps the subordinates.

Weaknesses. I consider that the weaknesses of this theory are based on the assumption that the leader determines and knows which situation